Chapter 10 The Presentation: The Power of Solving Problems

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Chapter 10 The Presentation The Power of
Solving Problems
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Video Ride-Along

• The video The Presentation features Paul Blake,
  Vice President of Sales at Greater Media
  Philadelphia
• Paul Blake talks about the importance of
  preparation prior to the presentation as well
  as during the presentation
• To view the video, click here

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Chapter Objectives

• Learn how to prepare for a sales presentation.
• Discuss how to dress for success for a sales
  presentation.
• Learn how to deliver your message in a powerful
  and effective way.
• Understand SPIN and how to use it during the
  sales presentation.
• Learn the five steps of a successful sales
  presentation.
• Understand how to prepare for a successful job
  interview.

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How to Prepare for a Sales Presentation

• Prior to the presentation
• Identify your ally in the prospect company and
  get additional details about the company
• Research briefly on everyone who will be
  attending the presentation
• Plan the seating arrangement strategically
• Walk through your mental rehearsals

• During the presentation
• Use the names of everyone present
• Give the presentation a personal touch
• Take a customer-centric approach

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Figure 10.1 - Prepresentation Checklist
Click below to view full-size
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Dress for Success

• The video Fashion Advice for Men How to Dress
  Business Casual Men features a fashion
  designer he gives few tips on menswear
  business casual
• To view the video, click here
• The video What not to Wear to Work explains how
  your dressing can affect your chances of success
  and promotion
• To view the video, click here

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Dress for Success

• The video What Not to Wear Summer Work Fashion
  explains what is appropriate (and inappropriate)
  business attire for the summer
• To view the video, click here

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Dress for Success (Exercise)
Which of these is an appropriate way to dress if
you are having a sales meeting with a client at a
restaurant?
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Dress to Impress

• The video Dress for Success features a HR
  Consultant and a Fashion House Representative
• The video demonstrates how to dress for
  interviews and in the office
• To view the video, click here

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Making Your Presentation Work

• Structure of your presentation depends on
• The size of your audience
• The location of your presentation
• The tools which you will be using during the
  presentation

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Elements of an Effective Presentation

• The video Effective Presentations features Terry
  Sjodin, Author of New Sales Speak
• Terry Sjodin discusses the nine mistakes that
  salespeople make in a presentation
• http//www.youtube.com/watch?vhKv_s6WMc1U

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Presenting to Individuals and Groups

• Presenting to individuals
• Easy to customize your approach
• Knowing your buyer helps you to deliver value
• Send a precall questionnaire to your contact and
  use the information gathered to create an agenda

• Presenting to groups
• Saves time
• Generates enthusiasm of people in an organization
  who can influence others
• Adjust the presentation to the dynamics in the
  room
• Tip -- Always ask for the size of your audience
• Tip -- Keep in mind the needs of each stakeholder

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Sell with Success Stories

• The video Selling With Success Stories features
  Rachel Gordon, Account Manager at WMGK
• Rachel Gordon discusses how she uses success
  stories to present her solutions to the new
  prospects
• To view the video, click here

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Group Presentations

• The video, Super Sales Presentations - Sales
  Training Presentation Skills Video Preview from
  Seminars on DVD features Patricia Fripp
• The video can be helpful to learn some strategies
  for delivering presentations effectively
• To view the video, click here

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The Right Place and Tools

• Right place
• At your place of business
• At a neutral location
• At your prospects place of business
• Via Webinars and video conferences

• Right tools
• PowerPoint presentations
• Brochures, premiums, and leave-behinds
• Samples and demonstrations
• Cost-benefit analysis and ROI

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Dos and Donts of a PowerPoint Presentation

• Make your slides easy to read
• Replace descriptive headlines with headlines that
  sell
• Use the 10/20/30 rule
• Remember that the PowerPoint is only an aid

• Turn down the lights
• Go overboard with technological gimmicks
• Hide behind your computer screen when using
  PowerPoint
• Fill your slides with words
• Bore your audience with visual sameness

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10/20/30 Rule

• The video 10-20-30 Presentation Rule features Guy
  Kawasaki, Best-Selling Author
• Guy Kawasaki explains how to use the 10-20-30
  rule while creating your presentation
• http//www.youtube.com/watch?vliQLdRk0Ziw

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Powerful PowerPoint Presentation Tips

• The video Slideology by Nancy Duarte Book
  Brief showcases how to capture and inspire your
  audience with your PowerPoint presentations
• Nancy Duarte / Steve Jobs clips
• http//www.youtube.com/watch?vodSrURCGSJs
• http//www.youtube.com/watch?vk-zMRPZpvcwfeature
  related

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Five Steps of a Successful Sales Presentation

• Build rapport
• Make a general benefit statement
• Make a specific benefit statement
• Presentation
• Close

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Dont Be Forgettable

• The video, Persuasive and Effective Communication
  features Terri Sjodin
• Terri Sjodin discusses how to elevate your
  presentation skills to another level
• To view the video, click here

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Proposal

• It is a document that proposes the specific terms
  of the sale, including pricing, delivery time
  frame, and the scope of the products or services
  you are offering
• Elements of a good proposal Introduction,
  definition, discussion, cost, time frame, call to
  action, and evidence
• Objective of a proposal
• To educate the prospect
• To convince the prospect
• To provide justification for the prospects
  investment