Different Types Of Presentation/selling/approach 1w3l36

Sales Presentation Methods H4. High pressure selling Memorized Formula Need-Satisfaction Problem Solution Memorized Presentation / Canned Sales Talk

H5. Miss out on buying signals

Formula Presentation / Persuasive Selling Presentation a.

a.

Assumptions:

Assumptions

A1. Needs stimulated through presentation – customer realization A2. Needs already stimulated – product sought out; luck

A1. Similar prospects in similar situations – approach with similar presentations b. Pre-requisite: Knowledge of prospective buyer c.

General outline but more flexibility

b. Goal: Turn Affirmative Response to Purchase Request

d.

Flow:

c. 80-90% of talking done by salesperson

D1. Salesperson controls conversation at the start – FAB then solicit comments

d.

D2. End of conversation – re-control and go for the close

The Detail man

e. No attempt to determine prospect’s needs; Findings and consumer research

e.

Effective for: current customers

f.

f.

Advantages:

Focus: Discuss product and benefits

g. How: Proven selling sentences and sequence

F1. All information – logically presented F2. Buyer-Seller interaction

h.

Advantages:

G1. Same info

F3. Smooth handling of anticipated questions

G2. Guide to new salesperson

g.

Conversational Manner

G3. Short calls and Telesales

h.

Key: Probing – all about needs

G4. Nontechnical goods i. Disadvantages: H1. Feature dropping – Inefficiency H2. Minimal prospect participation H3. Technical products

Needs Satisfaction a.

Conversational interaction, Flexible

b. Favorable to veterans – knowledge and going around situations

c. 50-60% of talking done by Salesperson d. Probing may take place from a previous call. e. Needs vs. Products offered; Feature dropping vs. Point-on selling Gauge appropriateness f.

e.g. Sales Stages: Pre-call intelligence, Needs assessment, Developing Action, Obtaining commitment, Negotiation/Review, Closed D.

Steps

D1. Convince prospect to conduct analysis

Need for constant clarification D2. Actual Analysis

E1. Sales people take down notes E2. Attention to detail and opportunities

Business intelligence, probing, benchmarking, current practice/product used

g. Effective for: Technical products with stringent specifications, high price tags

D21. What are the implicit problems/needs?

h.

D22. What else can be improved?

Phases:

H1. Needs Development – discussion of buyer needs

D23. Determining gaps D24. Organize information

H11. Importance of Open-Ended Questions

D3. Agreeing on problems, buyer wants to solve them

H12. Explicit vs. Implicit Needs H2. Need-Awareness – Clarifying the situation

D4. Preparing the proposal for a solution – Value Creation D41. Is a Process

H3. Need-Fulfillment – how product will satisfy mutual need. H31. What’s in it for me?

D42. Capabilities, matching, design, alignment, customization and pencilpushing D43. Total Package (with rates)

Problem-Solution Presentation

D45. Multiple Options and alternatives

A. Customized approach, in-depth study

D5. Preparing sales presentation

B.

Order-taking vs. Consultative Selling

C. Several sales calls – The Selling Cycle – Develop a detailed analysis of prospect’s need

D6. Making the sales presentation E. Effective in: Proposal to group of individuals, complex products/services that can be highly customized.

Best Presentation Method?

One that is properly matched to the situation.