Presentation on theme: "8 Chapter Carefully Select Which Sales Presentation Method to Use"— Presentation transcript: 1 8 Chapter Carefully Select Which Sales Presentation Method to Use Show
2 Main Topics The Tree of Business Life: Presentation 3 Sales Presentation
Methods 4
(3) Approach - (4) Presentation 5 The Sales Presentation 6 There are Several Sales Presentation Methods and You Must Select One According to Your: 7 The Sales Process A sequence of actions taken by the salesperson which leads toward the customer taking a desired action and ends with follow-up to ensure purchase satisfaction.
8 Exhibit 8-1: The Third Step in the Sales Process is the First Step in the Sales Presentation 9 Sales Presentation Strategy
10 Sales Presentation Methods–Select One Carefully
11 Sales Presentation Methods–Select One Carefully 12 Sales Presentation Methods— Select One Carefully
13 Sales Presentation Methods— Select One Carefully cont… 14 Sales Presentation Methods— Select One Carefully cont… 15 Exhibit 8-2: The Structure of
Sales Presentations 16 Sales Presentation Methods— Select One Carefully
17 Exhibit 8-3: Participation Time by Customer and Salesperson During a Memorized Sales Presentation
18 Why Choose the Memorized (Canned) Sales Presentation Method? 19 Why Not to Choose the Memorized (Canned) Sales Presentation Method 20 Exhibit 8-4: Dyno Electric Cart Memorized
Presentation 21 Exhibit 8-4: Dyno Electric Cart Memorized Presentation, cont...
22 Sales Presentation Methods— Select One Carefully 23
Exhibit 8-5: Participation Time by a Customer and Salesperson During a Formula Sales Presentation 24 The 10-Step Productive Retail Sales Call 25 The 10-Step Productive Retail
Sales Call 26 Exhibit 8-6: The 10-Step Productive Retail Sales Call, cont...
27 Exhibit 8-7: A Formula Approach Sales Presentation
28 Why Choose the Formula Sales Presentation Method? 29 Why Choose the Formula Sales Presentation Method?, cont… 30 Why Not to Choose the Formula Sales Presentation
Method?
31 Sales Presentation Methods— Select One Carefully
32 The Need-Satisfaction Presentation’s Phases
33 Exhibit 8-8: Participation Time by Customer and Salesperson During Need-Satisfaction and Problem-Solution Sales Presentations
8-33 34 Exhibit 8-9: A Need-Satisfaction Presentation 35 Exhibit 8-9: A Need-Satisfaction Presentation, cont... 36 Why to Choose the Need-Satisfaction Sales Presentation Method
37 Why to Choose the Need-Satisfaction Sales Presentation Method, cont… 38 Why Not to Choose the Need-Satisfaction Sales Presentation Method 39 Sales Presentation Methods— Select One Carefully 40 The Problem-Solution Presentation’s Six Steps
41 Exhibit 8-8: Participation Time by Customer and Salesperson During Need-Satisfaction and Problem-Solution Sales
Presentations, cont… 42 Why to Choose the Problem-Solution Sales Presentation Method 43 What Is the Best Presentation Method? 44 What Is the Best Presentation Method? 45 Exhibit 8-10: Important Characteristics of Types of Sales
Calls
46 The Group Presentation 47 The Group Presentation, cont… 48 The Group Presentation, cont… 49 Negotiating So Everyone Wins 50 Negotiating So Everyone Wins 51 Negotiating So Everyone Wins, cont… 52 Sales Presentations Go High
Tech 53 Select the Presentation Method, Then the Approach 54 Exhibit 8-11:The Parallel Dimensions of Selling 55 Let’s Review Before Moving
On! 56 The Golden Rule Makes Sense 57 Summary of Major Selling Issues Why a salesperson must select a sales presentation method first before the approach?Why should a salesperson first select a sales presentation method and then the approach? The sales presentation method determines how to open the presentation.
Why does a salesperson need a presentation?The sales presentation is one of the most important tools available. When done well, a sales presentation can help build a connection with potential customers and distinguish your business from competitors. It can set the tone for all the conversations that will happen as the sales process progresses.
What is the first step that a salesperson should take during the sales presentation?First is the rapport building, “small talk.” This is usually the first minute or two of the sales meeting where the salesperson might talk about something you know the buyer is interested in (sports, weather, family, children, etc.).
What should a salesperson do in the beginning of a group sales presentation?In the beginning of a group sales presentation, a salesperson should: give quality assurances and qualifications.
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