Completed Full Set of Flashcards

These flashcards cover key concepts related to sales presentations and strategies, highlighting important definitions, methods, and objectives crucial for effective selling.

Presentation Strategy

A plan that includes establishing clear objectives, developing a detailed presale presentation plan, and renewing commitment to outstanding customer service.

Proof Devices

Methods used to provide evidence that a product or service delivers promised benefits, such as demonstrations, testimonials, and case studies.

Price Concerns Handling

Shifting focus from cost to value, explaining how benefits justify the price, and using proof devices to demonstrate results.

Feeling of Ownership

Developing a sense of ownership by actively involving the client in the process through participation and tailored solutions.

Presentation Plan Steps

The six steps in a presentation plan: approach, need discovery, presentation, negotiation, close, and servicing the sale.

Consultative Sales Process

A process focused on identifying customer needs and providing solutions, including need discovery and servicing the sale.

Persuasive Sales Presentation

A presentation designed to influence decision by focusing on benefits rather than just features, using emotional appeal and strong evidence.

Goals of a Presentation Strategy

Building relationships, identifying problems, delivering value, and achieving successful sales outcomes.

Types of Presentation Strategies

Informative presentations educate, persuasive presentations convince, and reminder presentations reinforce relationships.

Adaptive Selling

The ability of a salesperson to adjust communication and sales approach based on the customer's needs and personality.

Active Listening

Fully concentrating on what the customer is saying, understanding their message, and confirming understanding.

Solving the Buyer’s Problem

Creating value and trust, strengthening relationships, and increasing customer satisfaction and referrals.

Negotiation Focus

Avoiding price focus to maintain perceived value by emphasizing quality, service, and long-term benefits.

Reminder Presentation

A presentation used to maintain customer relationships and encourage repeat business.

Importance of Social Contact

Building rapport and trust, making customers more open to communication and successful sales.

BATNA

Best Alternative to a Negotiated Agreement; the best option if negotiations fail.

ZOPA

Zone of Possible Agreement; the range in which buyer and seller can reach an agreement.

Sales Presentation Objectives

Building rapport, gathering information, demonstrating product value, and guiding towards a decision.

Negotiation Preparation

Gathering information, anticipating concerns, setting goals, and preparing a structured plan.

Sales Call Reluctance

Fear or hesitation to contact potential customers, often caused by fear of rejection or lack of confidence.

Informative Presentation

Focuses on educating the customer about product features and information without heavy persuasion.

Persuasive Presentation

Focuses on influencing the customer's decision by emphasizing benefits and emotional appeal.