1. Planning the Presentation and Approaching the Customer Module Six

2. Types of Sales Presentations ________ Presentation _________ Proposal Little ________ is required; inflexible/not customizable; _____________________ Extensive training is required; customizable; interactive; _________________ Some training is required; __________ while being written but _______________; may be perceived as more credible

3. InformationGathering ApproachPresentation HandlingResistanceEarnCommitment Follow-up 100% Relative Participation Rate Need Development Need Awareness Need Fulfillment ADAP T Assessment Discovery Activation Projection Transition Select Feature Explain Advantage Lead to Benefits Let Customer Talk S E L L % Time “The Salesperson” Talks/Participates % Time “The Customer” Talks/Participates The Trust-based Selling Process: The Trust-based Selling Process: A Needs-Satisfaction Consultative Model

4. Proposal Writing Not ___________ a proposal.Not ___________ a proposal. Not ______________ the customer’s business.Not ______________ the customer’s business. __________ the buyer’s submission deadline.__________ the buyer’s submission deadline. Producing a proposal with little _______________.Producing a proposal with little _______________.

5. Proposal Writing Not saying anything that really ________________.Not saying anything that really ________________. Using a ________________ approach.Using a ________________ approach. No one ________ the responsibility or having authority to create quality and effective proposals.No one ________ the responsibility or having authority to create quality and effective proposals.

6. Components of a Written Proposal __________________________________________ ____________________ Analysis____________________ Analysis Company DescriptionCompany Description Pricing and Sales AgreementPricing and Sales Agreement Suggested __________________Suggested __________________

7. Twelve Simple Rules for Writing Double check company names, titles, and individuals’ names. The ______________ you are not sure of should always be looked up. _______________________________ _______________________________

8. Twelve Simple Rules for Writing Write the proposal and get away from it before proofreading. Give your mind some time away from the document so that it will be fresh when it is time to begin the editing process. __________________ for improvements rather than to simply catch mistakes. How can the message be improved in clarity and crispness?

9. Twelve Simple Rules for Writing _______________________ process and, when possible, have a third party read for meaning, clarity, grammar, and spelling. A third set of eyes can find problems that the writer often overlooks. Don’t submit your first draft, as it won’t be your best. Use hyphens to avoid confusion, but do not place a hyphen after an adverb that ends with ly.

10. Twelve Simple Rules for Writing Separate things in a series with a comma, and set off nonessential clauses with a comma. Use that in restrictive clauses, use which in nonrestrictive clauses. (e.g., The sales quota that he announced is too low. He announced the new sales quota, which is too low.)

11. Twelve Simple Rules for Writing _____________________________ _____________________________. Use like for direct comparisons; use such as for examples.

12. Twelve Simple Rules for Writing Use a dash to set off and end a thought in a sentence that differs from the preceding concept or thought. Periods, commas, and question marks go __________ quotation marks; semi- colons go outside quotation marks.

13. Sales Presentation Checklist Prospect Information Prospect Information Needs and/or Opportunity Analysis Needs and/or Opportunity Analysis Prospect’s Buying Motives Prospect’s Buying Motives Competitive Situation Competitive Situation Sales Presentation Objectives Sales Presentation Objectives Sales Presentation Planning Sales Presentation Planning Specific Features/BenefitsSpecific Features/Benefits Information to support claimsInformation to support claims Reinforcing verbal contentReinforcing verbal content First few minutesFirst few minutes ADAPT MethodADAPT Method Questions and ObjectionsQuestions and Objections Prospect CommitmentProspect Commitment Follow-up ActionFollow-up Action

14. 1.Introduction 2._____________ – use questions, careful listening, and confirmation statements to uncover explicit needs 3.Present _________ addressing buyer’s _______________ Sequence of the Sales Presentation

15. 4.Continuation of prior sales calls should start with a summary of earlier calls 5._________ issues should not be focused on until the customer’s needs have been defined and addressed Sequence of the Sales Presentation

16. Sales Mix Model PresentationPacePresentationScope Depth of Inquiry Use of Visual Aids Two-WayCommunication Prospect

17. Approaching the Customer: Getting the Appointment Setting appointments... ___________________ for the prospects time. Increases the likelihood of receiving the prospect’s undivided attention. Improves time and territory management.

18. Approaching the Customer: Starting the Sales Call ___________ Approach___________ Approach Product ApproachProduct Approach ___________ Approach___________ Approach Question ApproachQuestion Approach ___________ Approach___________ Approach Compliment ApproachCompliment Approach Survey ApproachSurvey Approach

19. Discovering Needs __________ Questions