1. The Sales Presentation Where are we? You’re ready to do your presentation to your customer... what have you done so far? Prospected You found Qualified customers Planned the call (Pre-approach) Developed an objective for the call Looked at the customer profile Anticipated benefits that your product/service can provide Planned the presentation (which type?) Approach Made good first impression Captured ATTENTION and stimulated INTEREST 1

2. The Sales Presentation (continued) 2 The essential steps within the presentation Fully understand customer’s needs Fully discuss your product Present your marketing plan Explain your business proposition LISTEN! Features Advantages Benefits How to resell How to use What’s in it for your customer?

3. The Sales Presentation Be Persuasive! Logic Build Trust Be Positive Get your customer to Participate Use Proof Statements Incorporate Multiple Senses (not just hearing) Visual Aids Demonstrations (participation) 3

4. 4 Sales Presentation Methods Four methods we’ll be focusing on: Memorized Salesperson does not attempt to determine prospect’s needs Assumes that prospect needs can be stimulated by direct exposure to the product Formula Based on the assumption that similar prospects in similar situations can be approached with similar presentations Need-Satisfaction Customer focused presentation, can be thought of in three distinct phases: need development, need awareness, and need fulfillment Problem-Solution Salesperson develops a detailed analysis of a prospect’s needs over a number of sales calls, then presents a detailed solution.

5. The Structure of Sales Presentations 5 Structured Semi-structured Unstructured Customized Memorized Selling Formula Selling Need-Satisfaction Selling Problem-Solution Selling

6. Participation Time by Customer and Salesperson during a Memorized Sales Presentation 6 Sales Presentation Time Participation Time ApproachPresentationClose Customer talking time Salesperson talking time

7. Participation Time by Customer and Salesperson during a Formula Sales Presentation 7 Sales Presentation Time Participation Time Customer talking time Salesperson talking time Approach PresentationClose

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