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Unformatted text preview: Strengthening the Strengthening the Presentation
Chapter 9 Traditional Sales Process
Traditional Sales Process
Approach Needs Discovery Presentation Prospect Dealing w/ Concerns
Followup Customer “The focus of the presentation should be on what is important to the customer, not what is important to me.”
Pfizer Power of a Strong Presentation
Power of a Strong Presentation How We Learn and Remember
How We Learn and Remember Verbal Tools
• Word pictures and stories It is best to use stories from your own life. Make sure you have a reason for telling the story. Use the “hook” of the story to tie back directly to your presentation. Be accurate and vivid with the words you choose. Pace the story, watching your audience for cues. Choose stories that fit your own style. Remember, stories can be quite short. Verbal Tools (continued)
Verbal Tools (continued)
• Humor Don’t oversell the joke. Don’t apologize before telling a joke. Identify any facts that are absolutely necessary for the punch line of the story to make sense. Use humor from your own life. Enjoy yourself by smiling and animating your voice and nonverbals. Practice telling the joke in different ways. Make sure your punch line is clear. The Sales Portfolio
The Sales Portfolio Charts, KISS Catalogs and brochures (send as intro or F/U) Pictures, ads, and illustrations Testimonials, if written and shared Visuals, a picture, is worth a 1000 words ...
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This note was uploaded on 01/19/2012 for the course MKTG 4410 taught by Professor Michaelserkedakis during the Spring '12 term at Kennesaw.
- Spring '12