Forging Success Through Better Presos

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Forging Success Through Better Presos

• Doyle Freeman

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The Sales Presentation

• Youre ready to do your presentation to your
  customer ... what have you done so far?
• Prospected
• You found Qualified customers
• Planned the call (Pre-approach)
• Developed an objective for the call
• Looked at the customer profile
• Anticipated benefits that your product/service
  can provide
• Planned the presentation (which type?)
• Approach
• Made good first impression
• Captured ATTENTION and stimulated INTEREST

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The Sales Presentation (continued)
The essential steps within the presentation
Fully understand customers needs
LISTEN!
Features Advantages Benefits
Fully discuss your product
Present your marketing plan
How to resell How to use
Explain your business proposition
Whats in it for your customer?
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The Sales Presentation

• Be Persuasive!
• Logic
• Build Trust
• Be Positive
• Get your customer to Participate
• Use Proof Statements
• Incorporate Multiple Senses (not just hearing)
• Visual Aids
• Demonstrations (participation)

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Sales Presentation Methods
Three methods well be focusing
on Memorized Sales Engineer does not attempt to
determine prospects needs Assumes that prospect
needs can be stimulated by direct exposure to the
product Formula Based on the assumption that
similar prospects in similar situations can be
approached with similar presentations Problem-Solu
tion Sales Engineer develops a detailed analysis
of a prospects needs over a number of sales
calls, then presents a detailed solution.
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The Structure of Sales Presentations
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Participation Time by Customer and
Salespersonduring a Memorized Sales Presentation
Sales Presentation Time
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Participation Time by Customer and Salesperson
during a Formula Sales Presentation
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Participation Time by Customer and Salesperson
During Need-Satisfaction and Problem-Solution
Sales Presentations
Approach Presentation Close
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The 6-Step Productive Preso

• Step 1
• Plan the call.
• Review the situation.
• Analyze problems.
• Make appointment to visit client.
• Set objectives.
• Plan the presentation.
• Prepare your materials.

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The 6-Step Productive Preso

• Step 2
• Review plans.
• Before you leave your car to enter the building,
  review your plans, sales call objectives, and
  your appearance.
• Step 3
• Greet personnel.
• Give a friendly, confident greeting.
• Keep it light in the first 5 minutes.

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The 6-Step Productive Preso

• Step 4
• Presentation.
• Make it logical, clear, interesting.
• Tailor it to your client.
• Present it from the clients point of view.
• Use sales tools. (Rob Crofoot spreadsheet, white
  papers, etc.)

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The 6-Step Productive Preso

• Step 5
• Close.
• Present a suggested spec (ask for the BOD!!).
• Offer a choice.
• Answer questions and handle objections.
• Ask what preso, and when the client would like to
  have you back.

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The 6-Step Productive Preso

• Step 6
• Analyze the call.
• Review the call to spot strong and weak points.
  How could the preso have been improved? How can
  the next call be improved?

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Keys to Power Presentations (adapted from
SalesDoctors magazine)

• Begin Strong - first critical seconds
• Have ONE theme
• Use simple action-oriented language
• E - enthusiasm and energy. Be alive and vital
  when you present.
• A - articulate your message. Clarity is
  essential.
• S - simple, short and to the point. Keep it
  short and sweet.
• Y - your audience - focus on them.
• End with emotion - hope, pride, love, profit.
  Paint a word picture. Remember voice inflection
  accounts for 37, appearance 55, and what you
  actually say 8 of our message that is received.

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More Keys

• 1. Act excited and eager to share information.
  Be passionate.
• 2. Use evidence and research to call for action.
  Know what people might ask.
• 3. Be animated while being yourself.
• 4. Be aware of your hands and gestures. Be
  natural and graceful.
• 5. Vary your voice pattern. Uses pauses to add
  drama, suspense, make a point.
• 6. Keep your posture straight and natural.
• 7. Know your audience. This includes appearance.
• 8. Relate to your audience with your eyes. Look
  long enough to complete a thought.
• 9. Be organized and prepared.
• 10. Know how to answer questions and objections.
  But never let them see you sweat.
• Believe in yourself, your product, and what you
  are saying.

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The Value Hierarchy is the same as the need
behind the need
Values that drive desired consequences
Consequences desired that drive desired attributes
Benefits
Continuously make this connection for your
listener
Move up the ladder with why forms of questions.
Expressed Attributes Desired
Features
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Remember to use effective questions

• What do you mean by ideal?
• Can you explain that a little more?
• What are you looking for?
• Why is that important to you?
• How will that affect your operations?
• What dissatisfies you about your current
  products?
• Is there anything else I need to know before I
  begin telling you about my.?

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Unlock the secret to real business growth!!
BOD!!
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Questions? Comments?