1. The Presentation is the Heart of the Sale An effective approach allows a smooth transition into discussing your product’s features, advantages, and benefits

2. Three Essential Steps Within the Presentation  Fully discuss the features, advantages, and benefits of your product  Present your marketing plan  How to resell (for reseller)  How to use (for consumer and industrial user)  Explain your business proposition  What’s in it for your customer?

3. The Salesperson’s Presentation Mix

4. Persuasive communication  Persuasive communication –Persuasion through suggestion –Make the presentation fun - YOU have fun! –Personalize the Presentation –Build Trust –Always Use Effective Non-verbal Communication –Use imagery: Help Your Customer Imagine the benefits.

5. Participation  Participation is essential to success  Questions  Product use  Visuals  Demonstrations

6. Proof  Proof statements build believability  Past sales help predict the future  The guarantee  Testimonials  Company proof results  Independent research results

7. Proof Statements Help Prove What You Say

8. visual presentation  The visual presentation - show and tell  Visuals –Increase retention –Reinforce the message –Reduce misunderstanding –Create a unique and lasting impression –Show the buyer that you are a professional

9. Dramatization Improves Your Chances

10. Demonstrations Prove it  If a picture is worth a thousand words, then a demonstration is worth a thousand pictures  Demonstration checklist –Needed and appropriate? –Planned and organized? –Flows smoothly and naturally? –Will it go as planned? –Will it backfire? –Is it ethical and professional?

11. Demonstrations Prove it  Use participation in your demonstration  Let the prospect do something simple  Let the prospect work an important feature  Let the prospect do something routine or frequently repeated  Have the prospect answer questions throughout the demonstration

12. Demonstrations Prove it cont…  Reasons for using visual aids, dramatics, and demonstrations  Capture attention and interest  Create two-way communication  Involve the prospect through participation  Afford a more complete, clear explanation of products

13. Technology Can Help!  Can provide excellent presentation methods  Multimedia computers can  Present video clips  Play sound bites  Show beautifully illustrated graphics  Be connected to projection equipment

14. Be Prepared for Presentation Difficulties  How to handle interruptions  Is discussion personal or confidential?  Offer to leave the room  Regroup your thoughts

15. Be Prepared for Presentation Difficulties cont...  Should you discuss the competition?  Do not refer to a competitor unless absolutely necessary  Acknowledge your competitor only briefly  Make a detailed comparison of your product and the competition’s product when necessary

16. Be Prepared for Presentation Difficulties cont…  Be professional always  Where the presentation takes place:  Could be anywhere

17. Be Prepared for the Presentation  The Most Important Part of the Presentation = The Practice You Do Beforehand!