Elements of a Great Sales Elements of a Great Sales PresentationPresentation

The Presentation is the Heart of the Sale

An effective approachallows a smooth transition into discussing yourproduct’s features, advantages,and benefits.

The Purpose of the Presentation

• Main goal is to sell your product to your customer

• Purpose of presentation– Knowledge

– Beliefs

– Desire/Need

– Attitude

– Conviction

The Five Purposesof the Presentation

Three Essential Steps Within the Presentation

• Fully discuss the features, advantages, and benefits of your product

• Present your marketing plan– How to resell (for reseller)– How to use (for consumer and industrial user)

• Explain your business proposition– What’s in it for your customer?

Three Essential Steps Within the Presentation

Salespeople Use These FABs in Their Presentations

The Salesperson’s Presentation Mix

The Sales Presentation Mix

• Sales presentation mix– Persuasive communication

• The SELL sequence and trial close

• Logical reasoning– major premise– minor premise– conclusion

• Persuasion through suggestion

• Make the presentation fun

The Sales Presentation Mix cont…

Personalize your relationship

Build trust

Use body language

Control the presentation

Be a diplomat

Use the Paul Harvey dialogue

Simile, metaphor, and analogy

• Participation is essential to success

Questions Visuals

Product use Demonstrations

The Sales Presentation Mix cont…

Proof statements build believability

Past sales help predict the future

The guarantee

Testimonials

Company proof results

Independent research results

Proof Statements Help Prove What You Say

The Sales Presentation Mix cont…

The visual presentation—show and tellVisuals

increase retentionreinforce the messagereduce misunderstandingcreate a unique and lasting impressionshow the buyer that you are a professional