the presentation
Skip this Video
Download Presentation
The Presentation

Loading in 2 Seconds...

play fullscreen
1 / 12

The Presentation - PowerPoint PPT Presentation

  • Uploaded on

The Presentation. Objectives. To make the prospect aware of a problem or a need To prove your proposition would solve that problem or meet that need To prove that you and your company are worthy suppliers

I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
Download Presentation

PowerPoint Slideshow about ' The Presentation' - zalman

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.

- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
  • To make the prospect aware of a problem or a need
  • To prove your proposition would solve that problem or meet that need
  • To prove that you and your company are worthy suppliers
  • To motivate or persuade the prospect to act promptly to solve the problem or meet that need
building confidence
Building Confidence
  • Personal behaviour
  • Confidence building techniques
  • The guarantee
  • The use of testimonials
  • Show records
  • Plant tours
  • Demonstrations

If you don’t CLEARLY understand and cannot clearly ARTICULATE the difference, you may be LOSING sales to those who can

the sales presentation
The Sales Presentation
  • The memorized presentation
  • The formula presentation
  • The Need-Satisfaction presentation
  • The Problem-Solution presentation
  • The group presentation
other basic strategies of the presentation
Other basic Strategies of the presentation
  • Selling should not be a battle
  • Keep the interview friendly
  • Controlling the interview
  • Timing
  • Listening
situational selling strategies
Situational selling strategies
  • Ignore the static
  • Take a strong positive action
  • The challenge
  • Mitigating circumstances
  • Withdrawal
  • Play for time
  • Change the subject
  • Be a ‘whipping’ boy
  • The interrupted interview
handling objections

Handling objections

Objections are an integral part of the process. It indicates an interest in the presentation. At least they are listening. The dangerous prospect is the one who does not speak at all.

objections are guideposts to prospect reactions
Objections are guideposts to prospect reactions
  • Usually it is a request for additional information
  • It could be a request for further clarification
  • Don’t try to dodge them. It would only make the prospect suspicious.
  • Do not argue with the prospect
  • Avoid irrelevant objections.
  • It is a good idea to handle the objection the moment they are raised
  • However, not all objections are required to be taken up at once.
  • Never magnify an objection.
  • Objections can be stated, hidden, valid, invalid
determining hidden objections
Determining hidden objections
  • Asking questions
  • ‘What else is bothering you?’
  • “Honest John’’ technique
  • “Habeas corpus” technique
  • The 4 ‘No’s technique – no need, no want, no money, no hurry
  • Perception - insight

If you can identify the proper objection, then you can take steps to overcome it, or move on to the next prospect, instead of wasting time

Therefore, anticipate and forestall objections

basic methods of handling objections
Basic Methods of handling objections
  • Direct denial
  • Indirect denial
  • Boomerang
  • Compensation
  • Question
  • Pass up