Chap10 - Begin Your Presentation Strategy Chapter 10 C h a...

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Unformatted text preview: Begin Your Presentation Strategy Chapter 10 C h a p t e r 10 10-2 10-3 Main Topics Main Topics The Tree of Business Life: The Beginning What is the Approach? The Right to Approach The Approach—Opening the Sales Presentation Technology in the Approach Is the Approach Important? Using Questions Results in Sales Success Is the Prospect Still Not Listening? Be Flexible in Your Approach 10-4 The Tree of Business Life: The Beginning Guided by The Golden Rule The Golden Rule : Begin the presentation with an end in mind Seek first to understand, then to be understood Knowing you can help solve problems provides: Great caring, confidence, and excitement in your mind, body and speech Do not give in to the temptation to exaggerate You will see that trust, integrity, and character win out in the long run I T C E t h i c a l S e r v i c e Builds T r u e Relationships T T T T T T T T T T T 10-5 What Is the Approach? A golf shot from the fairway toward the green Steps a bowler takes before delivering the bowling ball 10-6 For the Salesperson What Is the Approach? The time from when the salesperson first sees the buyer to the beginning of the discussion of the product. 10-7 The Approach Could last seconds or minutes and involves: Meeting Greeting Rapport Building One of the approach communication techniques discussed in this chapter 10-8 The Approach Is: The 1 st step in the sales presentation The 3 rd step in the selling process 10-9 Exhibit 10-1: The Approach Begins the Sales Presentation The sales presentation method determines how you open your presentation 10-10 Select Your Presentation Method and Then Your Approach 10-11 Caution Salespeople Take the approach seriously Some feel this is the most important step in helping someone If unsuccessful, you may never have opportunity to move into the presentation If you can not tell your story how will you make the sale? The approach is extremely important 10-12 The Approach Step of the Sales Presentation Is over when you begin discussing the product itself 10-13 Let’s Summarize! The Salesperson: Meets Greets Rapport Builds Goes through the approach Discusses the product Discusses the marketing plan Discusses the business proposition Closes – asks for the order 10-14...
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Chap10 - Begin Your Presentation Strategy Chapter 10 C h a...

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