LA11_The_Presentation-WEB

LA11_The_Presentation-WEB - L11 THE PRESENTATION Today's...

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L11: THE PRESENTATION
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Today’s Agenda 1 1 1 1 1 1 1 L11 The Presentation 2
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L11 The Presentation Unit Objectives 1 To explain and demonstrate your mastery of the Aristotle approach to selling L To state and use sales presentation essentials in the sales project L Understand the pros & cons of the canned vs. adaptive sales presentations L Demonstrate your mastery of the 4 steps of an effective selling point 3
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Unit Objectives continued 1 Be able to prove the value of a product or service using the following methods: L Cost vs. value L Value of increased revenue and/or gross profit L Value based on cost L Value based on return on investment L11 The Presentation 4
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L11 The Presentation 5 L Present L Establish L Develop a L Use the approach (Aristotle)… PRESENTATION Benefits Value Win-win relationship T 3
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L11 The Presentation 6 THE ARISTOTLE APPROACH (T 3 ) 1 1. what you’re going to tell them L Convey in “bottom line” benefits L 2. L Highlight important features L Translate features into benefits L Solve problems, satisfy needs and wants L Handle objections L Secure agreement L 3. Tell them what you L Summarize solution as the best alternative L Prepare for close Tell them Tell them Told them
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L11 The Presentation 7 PRESENTATION ESSENTIALS 1 Maintain contact L Clarity L Concise L Easy to understand terminology and examples L Speak clearly at an even pace L Pictures are worth a thousand words Eye
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L11 The Presentation 8 PRESENTATION ESSENTIALS (cont’d) 1 KISS or L Impress your , solve customer’s L Highlight 2 to 4 major points only, avoid L Honesty and Completeness L Some limitations need to be discussed L Builds Keep it Simple Salesperson Friends Problems Overkill Rapport (i.e., trust)
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L11 The Presentation 9 PRESENTATION ESSENTIALS (cont’d) 1 Don’t L Never promise more than you can deliver L Have strong product L Strong handle on product and competitive info that is relevant to your situation L Involve the L Ask questions to elicit verification and interest Over promise and under deliver Knowledge Customer
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L11 The Presentation 10 PRESENTATION ESSENTIALS (cont’d) 1 Be of the Customer L Watch for signals in words, tone, body language, eyes L Look for hot buttons L You may be able to L Length of presentation L Varies by customer L Presentation is over when doubts and fears have been adequately addressed from the standpoint Aware Close early Customer’s
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L11 The Presentation 11 PRESENTATION ESSENTIALS (cont’d) 1 Personalize L Tailor specifically to customer in front of you, when possible L Work numbers or specifications L Use logical approach for solving problems L Here’s the
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LA11_The_Presentation-WEB - L11 THE PRESENTATION Today's...

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