Chapter 5- Sales presentation strategies

Sales presentation

•  the delivery of product information relevant to solving the customer’s needs.

Persuasion

• is a communication process by which you motivate someone else to voluntarily do something you would like them to do.

Memorized sales presentation

• he salesperson presents the same selling points in the same order to all customers. This type of presentation ensures that salespeople will provide complete and accurate information about their product or service. A memorized sales presentation typically involves the salesperson talking 90 percent of the time and listening only around 10 percent.

Formula sales presentation

• -person follows a somewhat less structured, prepared outline, allowing more flexibility and opportunity to gather customer feedback. It still focuses on the product, but it encourages the customer—through questions, trial closes, and objections—to become more involved in the presentation. The talk/listen ratio changes to more listening (30 to 40 percent of the time) and less talking (60 to 70 percent of the time).

Need-satisfcation sales presentation-

the salesperson first probes into the needs—both stated (expressed) and unstated (latent)—of the prospective buyer. The salesperson then gives a sales presentation that shows how the product will satisfy the customer’s needs. Over 60 percent of a need-satisfaction presentation is dedicated to listening to the customer to learn more about their specific problems.

Preparing sales presentation

• Identify customers problem. Think about the features and benefits of your product

• Plan what you want customer to remember

• Consider product demonstartion

• provide slick data

• Practice through role play

-Why sales presentations fail

• Technical problems

• Poor presentation skills

• irrelevant information

• Unethical behaviors

• International and intercultural communication challenges

• Cultural awareness- is the ability to understand the value of different cultures and be sensitive to the verbal and nonverbal cues of people from other cultures involves the ability to stand back from ourselves and become aware of our cultural values, beliefs, and perceptions

• Cultural sensitivity- is the ability to understand the value of different cultures and be sensitive to the verbal and nonverbal cues of people from other cultures

• Cultural adroitness-refers to an individual’s ability to reach communication goals while interacting with people from other cultures

• Team selling-a salesperson works with experts from across the firm to support new-customer acquisition and ongoing customer relationship management

• Each team member has a defined role

-Storytelling in sales presentations

• Stories enable salespeople to emotionally connect and engage with customers and prospects. As powerful communication tools, stories add value to the sales presentation

• Good Stories Capture the Attention of the Audience

• Good Stories Motivate Individuals and Groups to Take Action

• Good Stories Build Trust and Rapport

• Good Stories Make Data and Facts Come to Life