Sales Presentation Skills and Objection Handling: Key Concepts and Techniques

Where did Magnus' family visit from?

Temple, Texas.

Sales presentations should be ________.

Listener-centered.

What is more important than perfection in sales presentations?

Passion.

How much prep is recommended per minute of a sales presentation?

One hour of preparation per minute of presentation.

What are Units of Conviction?

Concise, mini-presentations that act as building blocks in a sales presentation.

List the elements of a Unit of Conviction (in order).

Feature → Transitional Phrase → Benefit → Evidence → Tie-Down.

What is a feature?

A tangible or intangible fact about a product/service.

Do features vary by customer?

No, they stay the same.

What is a benefit?

The true value to the customer; what's in it for them.

Do benefits vary by customer?

Yes.

Name four types of evidence used in sales presentations.

Facts & stats, samples, demonstrations, testimonials.

What presentation style is best for inexperienced salespeople?

Memorized.

What presentation style is most common?

Outline.

What presentation style is only recommended for experts?

Impromptu.

Define an objection.

A positive expression from a buyer that becomes an obstacle to completing the sale.

When do objections occur?

Anytime during the sales call.

What is a Stall/Put-Off objection?

The buyer avoids deciding; the salesperson may not have given a compelling reason yet.

What is a Searcher objection?

The buyer wants to buy but needs more information.

What is a Hidden objection?

The buyer hides the real reason for hesitating.

What is a Stopper objection?

An objection that cannot be solved; no solution exists.

Name the 6 objection-handling techniques.

Feel-Felt-Found, Compensation, Ask Why, Remove Misconception, Boomerang, Curiosity.

What is the Feel-Felt-Found method best for?

Stalls or personal concerns.

What are 4 methods for mastering price objections?

Price breakdown, presumption of exclusivity, comparison, sell down.

Define a sales close.

A question or action designed to obtain a positive buying decision.

Name five closing techniques.

Assumptive, Continuous Yes, Physical Action, Direct, Alternative Choice.

List all 11 closing strategies.

Assumptive, Continuous Yes, Physical Action, Direct, Alternative Choice, Summary, Impending Event, Trial Order, Balance Sheet, Standing Room Only, Minor-Point Close.

What is a markdown?

A permanent price reduction when products aren't selling fast.

What is margin?

Selling price minus cost (gross profit per unit).

What are the 4 R's for maximizing current customers?

Referrals, Retention, Reputation, Revenue.

What is upgrading (upselling)?

Persuading a customer to buy a better or newer version.

What is cross-selling?

Selling additional products not directly related to the primary purchase.

What is the Pareto Principle?

80% of results come from 20% of activities.

What are A priorities?

Pressing tasks directly related to your goals.

What are B priorities?

Tasks that can be done anytime within a day, week, or month.

What are C priorities?

Nice-to-do items with no urgency.

What does Parkinson's Law state?

Work expands to fill the time allowed for its completion.

What is MOTUS?

A sales mileage-tracking platform.