1. 6-1 Communicating the Sales Message 6

2. 6-2 COMMUNICATING THE SALES MESSAGE

3. 6-3 Learning Objectives Understand the characteristics of a sales presentation Identify sales presentation strategies Discuss the steps in preparing for the sales presentation Discuss the steps involved in approaching the customer

4. COMMUNICATING THE SALES MESSAGE 6-4 Learning Objectives Understand how to apply your sales knowledge to the customer’s needs Understand how important product demonstrations are in the presentation Define the keys to a great sales presentation Understand the role sales managers play in sales presentations

5. COMMUNICATING THE SALES MESSAGE 6-5 Fitting the Presentation to the Customer Situation Salesperson’s focus should be: First meeting w/ customer Listening (about 80% of the total meeting time) to determine the customer’s needs Competitors trying to take business away Restating the value proposition Winning back lost customers Letting customers vent their frustration Making the final presentation before the order is given Answering any last minute details for the customer Source: Julia Chang, “Tailor Made,” Sales and Marketing Management, April 2003, pp.37-41.

6. COMMUNICATING THE SALES MESSAGE 6-6 Communicating the Sales Message Delivery of information relevant to solving the customer’s needs Often involves a product demonstration Sales presentation -

7. COMMUNICATING THE SALES MESSAGE expert advice 6-7 6.1 –Research the customer’s business and technical needs in advance of the sales call –Tailor the presentation materials according to the research results –Listen to what the customer says in the meeting, then further refine the discussion to meet the customer’s needs and interests Three most important characteristics of a successful sales presentation

8. COMMUNICATING THE SALES MESSAGE EXHIBIT 6-8 Characteristics of a Great Sales Presentation Explains the Value Proposition Asserts the advantages and benefits of the product Enhances the customer’s knowledge of the company, product, and services Creates a memorable experience 6.1

9. COMMUNICATING THE SALES MESSAGE EXHIBIT 6-9 Sales Presentation Strategies 6.2 Presentation Strategy Focal Point of Presentation Talk/Listen Ratio MemorizedProduct90/10 FormulaProduct70/30 Need satisfactionCustomer50/50 Problem solvingCustomer40/60

10. COMMUNICATING THE SALES MESSAGE 6-10 Memorized Presentations May discuss some areas not important to the customer and leave out some that are Tend to seem high pressure Ensure consistent delivery Are able to deliver more information in the same amount of time

11. COMMUNICATING THE SALES MESSAGE 6-11 Formula Presentations Get the customer’s attention Create interest in the product Develop a strong desire for the product Move the customer to action Based on the acronym AIDA

12. COMMUNICATING THE SALES MESSAGE 6-12 Need identification stage – questioning the customer to discover needs Need analysis stage – by combining knowledge of the company’s products and services with the recognition of the customer’s needs, determining how to best meet those needs Need satisfaction stage – presenting the company’s solution to the customer’s needs Need Satisfaction Presentations

13. COMMUNICATING THE SALES MESSAGE 6-13 Problem-Solving Presentations Focus on customer Considered the most complex and difficult presentation strategy Preferred presentation strategy in relationship selling

14. COMMUNICATING THE SALES MESSAGE 6-14 How Technology Can Help You Portable computer systems - match the technology to meet presentation needs (don’t overbuy) Wireless communication – connecting to the company or anywhere else on the Internet allows the salesperson to provide the most current data available

15. COMMUNICATING THE SALES MESSAGE 6-15 Setting Goals and Objectives Presentations should meet at least one of the five following goals: Educate the customer Get the customer’s attention Build interest for the company’s products and services Nurture the customer’s desire and conviction Obtain a customer commitment to action (purchase)

16. COMMUNICATING THE SALES MESSAGE 6-16 Approach the Customer Before the meeting – never make the customer wait Greeting the customer Dress appropriately Turn off or silence all wireless communication devices Be organized The first three minutes Build rapport Non-controversial subjects

17. COMMUNICATING THE SALES MESSAGE 6-17 Objectives of the Customer Approach Get the customer’s attention Create enough interest in you, your company, and its products and services that you can continue the presentation

18. COMMUNICATING THE SALES MESSAGE leadership 6-18 6.3 Portray a confident but not superior manner A clean, neat appearance is essential to making a positive first impression It’s important to smile Try to use your prospect’s name when conversing Never Underestimate the Power of Your First Impression

19. COMMUNICATING THE SALES MESSAGE leadership 6-19 6.3 Show that this meeting is important to you Don’t apologize for taking your prospect’s time Be comfortable and relaxed Position yourself through everything you say and do Never Underestimate the Power of Your First Impression Source: Bill Brooks, “Never Underestimate the Power of Your First Impression,” American Salesman, April 2002, pp. 3-5.

20. COMMUNICATING THE SALES MESSAGE EXHIBIT 6-20 Approaches to the Sales Presentation Referral Customer Benefit Question Assessment Product demonstration 6.3

21. COMMUNICATING THE SALES MESSAGE EXHIBIT 6-21 Categories of Questions 6.5 Question Type AdvantageDisadvantage UnrestrictedEncourages customer to speak Time consuming RestrictedGets specific informationDiscourages dialogue Data Collection Uncovers relevant dataWastes customer time InvestigationHelps uncover customer needs Difficult to manage responses ValidationProvides customer buy-inCan derail presentation

22. COMMUNICATING THE SALES MESSAGE 6-22 Questioning Drives a Great Presentation Unrestricted/restricted questions – encourage the customer to share information Unrestricted – encourage the customer to speak more freely and salesperson to develop a richer understanding of the customer’s needs Restricted – provide specific information from the customer that the salesperson can use to shape the presentation

23. COMMUNICATING THE SALES MESSAGE 6-23 Questioning Drives a Great Presentation Data collection questions Gather basic data about customer’s current business or historical perspective Limit use in presentations May provide information that interferes with elements of the presentation Customer may perceive a lack of preparation Investigation questions – assess the customer’s current state of mind

24. COMMUNICATING THE SALES MESSAGE 6-24 Questioning Drives a Great Presentation Validation questions – help get agreement from the customer Situation questions – provide basic information about the customer’s situation Problem questions – get the customer concentrating on particular issues

25. COMMUNICATING THE SALES MESSAGE 6-25 Questioning Drives a Great Presentation Implication questions – help the customer recognize a problem’s implications Need payoff questions – directly connect the problem with the value proposition

26. COMMUNICATING THE SALES MESSAGE leadership 6-26 6.4 The SPIN Selling Approach Situation QuestionsFinding facts about the customer’s existing situation Problem QuestionsLearning about the customer’s problems Implication QuestionsLearning about the effects of the customer’s problems Need Payoff QuestionsLearning about the value of a proposed customer solution Source: Neil Rackman, SPIN Selling (Burr Ridge, IL: McGraw-Hill, 1988).

27. COMMUNICATING THE SALES MESSAGE 6-27 Listening In sales, listening is as, or more, important than talking Most people listen actively only 25% of the time Most people can hear up to 800 words per minute, but only speak around 140 words per minute Active listening - requires commitment to focus on the speaker, concentrate on what is being said, and take in nonverbal as well as verbal messages

28. COMMUNICATING THE SALES MESSAGE EXHIBIT 6-28 Guidelines for Active Listening 6.6 Source: Dan Sharp, “Guidelines for Active Listening and Reflection,” www.salesconcepts.com, June 2003www.salesconcepts.com 1.Listen patiently 2.Try to understand the feeling the other person is expressing 3.Restate the person’s feeling 4.Allow time for discussion to continue without interruption 5.Avoid direct questions and arguments about facts

29. COMMUNICATING THE SALES MESSAGE EXHIBIT 6-29 Guidelines for Active Listening 6.6 Source: Dan Sharp, “Guidelines for Active Listening and Reflection,” www.salesconcepts.com, June 2003 6.Repeat points you want to know more about 7.Listen for what is not said 8.When solicited, be honest in your reply 9.Do not get emotionally involved 10.BE QUIET

30. COMMUNICATING THE SALES MESSAGE 6-30 Sell FAB Feature – any material characteristic or specification of the company’s products or services Advantage – a particular product/service characteristic that helps meet the customer’s needs Benefit – the beneficial outcome to the buyer from the advantage found in the product feature

31. COMMUNICATING THE SALES MESSAGE 6-31 Satisfy Customer Needs Get customer agreement Minimize change conflict Establish the relationship

32. COMMUNICATING THE SALES MESSAGE 6-32 Keys to a Great Presentation Demonstrations Three benefits to the salesperson Can build credibility with customers Create a greater connection between the customer and the product Enhance the effectiveness of your communication Prepare for a successful demonstration Develop objectives Get customers involved Practice, practice, practice

33. COMMUNICATING THE SALES MESSAGE EXHIBIT 6-33 Demonstration Checklist Justify the need for a product demonstration State the objective of the demonstration Design the demonstration Rehearse the demonstration Plan for unforeseen circumstances 6.7

34. COMMUNICATING THE SALES MESSAGE 6-34 Nonverbal Communication Nonverbal communication is the most important element in the communication process Less than 10% of communication is based on what we say

35. COMMUNICATING THE SALES MESSAGE 6-35 Customer Nonverbal Communication Face – single most important feature in nonverbal communication Arms and hands – open indicate person is open to communication Body language Leaning forward = interest Leaning backward = lack of concentration Quick movements = change of mind

36. COMMUNICATING THE SALES MESSAGE 6-36 Customer Public Space Social Space Personal Space Intimate Space 12’ 4’2-3’ Territorial Space

37. COMMUNICATING THE SALES MESSAGE 6-37 When Things Go Wrong Interruptions during the Presentation Assess nature of interruption Consider as an opportunity to plan where to take the presentation from here Inappropriate Environment - be prepared for less than ideal conditions Technology Failure – always have a backup plan