1. 11-1 McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.

2. Elements of a Great Sales Presentation

3. 11-3 Exhibit 11.1: The Presentation is the Heart of the Sale An effective approach allows a smooth transition into discussing your product’s features, advantages, and benefits

4. 11-4 The Purpose of the Presentation  Your main goal is to sell your product to your customer – to help  Purpose of the presentation  Knowledge  Beliefs  Desire/Need  Attitude  Conviction

5. 11-5 Exhibit 11.3: Three Essential Steps Within the Presentation

6. 11-6 Exhibit 11.4: Salespeople Use These FABs in Their Presentations Features, Advantages, and Benefits of Bix Buckwheat Pancake Mix Features AdvantagesBenefits Product 1. Traditional “farmhouse” recipe, with freshest ingredients; fortified with vitamins A, B, C, and D; no preservatives 2. User needs only to add water, stir, and cook 1. Great tasting, fluffy and light; highly nutritious 2. Quick and easy to prepare 1. Provides an appealing item; expands breakfast menu; increases breakfast business 2. Requires minimal kitchen time and labor

7. 11-7 Exhibit 11.4: Salespeople Use These FABs in Their Presentations, cont… Features, Advantages, and Benefits of Bix Buckwheat Pancake Mix Features AdvantagesBenefits Marketing Plan 3. Just in time delivery; weekly as needed 4. Local distribution center 5. An experienced sales representative to serve account 3. No need to store large quantities 4. Additional orders can be filled quickly 5. Knowledge and background in food-service industry 3. Requires minimal inventory space; keeps inventory costs low 4. Prevents out-of- stock situations 5. Provides assistance for meeting changing needs and solving business problems

8. 11-8 Exhibit 11.4: Salespeople Use These FABs in Their Presentations, cont… Features, Advantages, and Benefits of Bix Buckwheat Pancake Mix Features AdvantagesBenefits Business Proposition 6. Quantity discounts 7. Extended payment plans 6. Reduces costs 7. Reduces interest costs 6. Increases your profits 7. Increases your profits

9. 11-9 Exhibit 11.5: The Sales Presentation Mix

10. 11-10 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.

11. 11-11 Exhibit 11.5: The Sales Presentation Mix, cont…

12. 11-12  Questions  Product use: appeals to senses  Visuals (to be discussed)  Demonstrations (to be discussed) Participation

13. 11-13 Exhibit 11.5: The Sales Presentation Mix, cont…

14. 11-14 Proof  Past sales help predict the future  The guarantee  Testimonials  Company proof results  Independent research results  Restatement of the benefit before proving it  Proof source and relevant facts or figures about the product  Expansion of the benefit

15. 11-15 Exhibit 11.6: Proof Statements Help Prove What You Say

16. 11-16 Exhibit 11.5: The Sales Presentation Mix, cont…

17. 11-17 Visual Aids  Increase retention  Reinforce the message  Reduce misunderstanding  Create a unique and lasting impression  Show the buyer that you are a professional

18. 11-18 Exhibit 11.5: The Sales Presentation Mix, cont…

19. 11-19 Dramatization  Dramatics refers to talking or presenting the product in a striking, showy, or extravagant manner  Dramatics should be incorporated only when you are 100 percent sure they will work effectively  One of the best methods of developing ideas for dramatizations is to watch television commercials  Dramatic presentations set you apart from the many salespeople that buyers see each day

20. 11-20 Dramatization, cont…  Dramatization improves your chances of success

21. 11-21 Exhibit 11.5: The Sales Presentation Mix, cont…

22. 11-22 Demonstration  A successful demonstration  Lets the prospect do something simple  Lets the prospect work an important feature  Lets the prospect do something routine or frequently repeated  Has the prospect answer questions throughout the demonstration (feedback)

23. 11-23 Group Assignment BUATLAH PRESENTASI MENGENAI PRODUK KECANTIKAN YANG AKAN ANDA JUAL (APA SAJA TERSERAH KELOMPOK), DIMANA ANDA AKAN MEMPRESENTASIKANNYA, WAKTU PRESENTASI 10 MENIT. WAKTU : 20 MENIT