reasons

people buy
ERVIC VICENTE, LPT
 • PROFIT AND GAIN
• SAVING AND

reasons ECONOMY
• COMFORT AND
CONVENIENCE
people buy • SAFETY
• HAPPINESS
• PRIDE
• FEAR
• IMITATION
 • NEED

Buying IDENTIFICATION
• PRODUCT CHOICE
• SOURCE SELECTION
Decisions • PRICE
DETERMINATION
• TIMING
Types of Sales
Presentations
Types of Sales
standard memorized presentation

Presentations outline presentation

programmed presentation
 • COLD-CANVAS
METHOD
• Using pROSPECT LISTS
• GETTING LEADS
FROM SALES
Prospecting MANAGERS OR
COMPANY
Methods ADVERTISING
• LEVERAGING
FRIENDS,
ACQUAINTANCES, OR
REFERRALS
• USING TECHNIQUES
LIKE GROUP
PROSPECTING OR
PERSONAL
OBSERVATIONS
 • PREPARATION AND
REHEARSAL ARE
Sales CRUCIAL.
• Use visual aids and
Presentation demonstrations to enhance
understanding.
Delivery • Tailor presentations to
focus on customer benefits.
• Maintain customer interest
through engaging delivery.
 • USING MULTIPLE
SENSES (SIGHT,
SOUND, TOUCH, ETC.)
• Employing visual aids like
Dramatizing the charts, graphs, and
testimonials
Sales Message • Creating lasting
impressions through
impactful demonstrations