Professional Documents
Culture Documents
Final Chap 8 Carefully Select SP Method
Final Chap 8 Carefully Select SP Method
Final Chap 8 Carefully Select SP Method
Learning objectives
Understand why you first select a sales presentation method and then select the approach Describe the different sales presentation methods, know the differences and the appropriate situation for using the particular method Understand how to give better presentation to prospect Understand why negotiation can be an important part of the presentation
9-3
9-4
There are Several Sales Presentation Methods and You Must Select One According to Your:
Prior knowledge of the customer Sales call objective Customer benefit plan
9-5
The Third Step in the Sales Process is the First Step in the Sales Presentation The sales presentation method determines how you open your presentation
9-6
9-7
9-8
Because it:
Ensures the salesperson gives a well-planned
presentation Ensures all of the companys salespeople discuss the same information Both aides and lends confidence to the inexperienced salesperson
It is effective when:
Selling time is short, as in door-to-door or telephone
selling The product type is non-technical such as books, cooking utensils, or cosmetics
9-10
Because you:
Need a flexible, interactive sales presentation Need to uncover needs by asking questions Need the prospect to talk about his needs Use this method the first time you call on a prospect Should you have to come back a second time, you would use the formula sales presentation method
Establish Credibility
Give a brief history of your company
The experienced sales person will negotiate in a way that achieves satisfaction for both parties
9-26