Power Sales Presentations

by Richard Mulvey &Douglas Kruger

Power Prospecting - FebruaryExceptional Customer Service - MarchThe Power Close - AprilFuture Rep - MayPowerful Sales Presentations - JuneSelling at your Higher Price - JulyPower Sales Motivation - AugustTelephone Selling - SeptemberPower Selling – Face to Face - OctoberPower Negotiation - November

The Power Series

The History of Selling

The Hunter

Selling Products

Selling Solutions

The Farmer

The Future of Selling

Focus on the Business

The Future of Selling

New ProspectingResearch - Research - Research

Becoming a ColleagueWorking with the Clients Solutions

Regular long Distance ContactBecoming part of their Team

Becoming Part of their Business Profitability

The Future of Selling

New ProspectingResearch - Research - Research

Becoming a ColleagueWorking with the Clients Solutions

Regular long Distance ContactBecoming part of their Team

Becoming Part of their Business Profitability

The Chef

Prospecting

Cold CallingAdvertisingReferrals

Walk Ins / Phone InsNetworking

New Prospecting

Hot CallingBranding Yourself the Expert

Targeted ReferralsInternet Marketing

Click InsSocial Networking

Good Morning Sir, Please sit and wait for Mr SmithGood Morning Sir, are you here for Mr Smith?Morning John, Mr Smith said go right through

Hi John, You know where to goHi John, How was your weekend?

Do you PassThe Reception Test?

Sales Presentations

PreparationDelivery

SpecificationsPriceDeliveryTerms and ConditionsPrice is good for 30 Days

QuotationsSales Presentations

The Customer’s ObjectivesYour RecommendationsSummary of Additional BenefitsFinancial ImplicationsYour Additional InformationDetailed Executive Summary

ProposalsSales Presentations

Personalize the ProposalUse the Power of the Font Size

Use Good Quality Paper / CardFocus on the end result

Use “WE” to include the prospect

Sales PresentationsProposals

Give them 3 Options (Priced in Descending Order)

Run the “Draft” Past your Key supporter in advance

Have a partially completed Contract ReadyClose with a “Call to Action”

Sales PresentationsProposals

Why Present your Proposal?

“If you want to Win - Take it in”Skype

Go to Meeting

The Decision Maker!

Who should we present the Proposal to?

When should we present?

All Good Presentations Have

Beginning

Middle

End

Tell them what you’re going to tell them

Tell them

Tell them what you told them

Preparation

Decline of attention during a presentation

Strongest

Weakest

12

34

5

The focus of any presentation

must be on the audience

Preparation

Keep it Short and Simple

K I S S

Preparation

"It has to be said at this moment in time that I will, under no circumstances, be

able to make any meaningful contribution to the ongoing discussion without due

consideration of the impact my disclosure may, or may not have on the voting

public"

“No Comment!”

Preparation

Winston Churchill

We shall not flag or failWe shall go on till the endWe shall fight in FranceWe shall fight on the seas and on the oceansWe shall fight with growing confidence and ! growing strength in the airWe shall defend our island whatever the cost may beWe shall fight on the beachesWe shall fight on the landing groundsWe shall fight in the fields and in the streetsWe shall fight in the hillsWe shall never surrender

Tell StoriesPaint Pictures

Preparation

Delivery

90% of the impression you create when presenting is

made in the first 30 seconds

Be Convincing

Sales PresentationsMakeing your point witout PowerPoint

by Douglas Kruger

Keep it Short and Simple

K I S S

Preparation

"It has to be said at this moment in time that I will, under no circumstances, be

able to make any meaningful contribution to the ongoing discussion without due

consideration of the impact my disclosure may, or may not have on the voting

public"

“No Comment!”

Preparation

Keep them simpleMake sure they are easy to read

A picture can say a thousand words

Visual Aids

Delivery

Repeat the question back to them using your own words.

Ask if anyone else in the audience has an opinion.

Ask what the questioner thinks.

If you are not sure, promise to get !back to them.

Question Time

The Close

Don’t forget to CloseGive them time to decideClose with the InfluencerKeep Control of the Sale

Reduce the need to fearControl the symptoms

Use what's left

Stage Fright

Impromptu Speaking

Questions?

Summary

! Practice.. Practice.. Practice

PreparationDelivery

Sales Presentations

by Richard Mulvey &Douglas Kruger

www.powerseries.co.za