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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

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Objectives
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

  • 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 ARTICULATE the difference, you may be LOSING sales

  • 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 ARTICULATE the difference, you may be LOSING sales

  • Selling should not be a battle

  • Keep the interview friendly

  • Controlling the interview

  • Timing

  • Listening


Situational selling strategies
Situational selling strategies ARTICULATE the difference, you may be LOSING sales

  • 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 ARTICULATE the difference, you may be LOSING sales

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 ARTICULATE the difference, you may be LOSING sales

  • 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 ARTICULATE the difference, you may be LOSING sales

  • 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 steps to overcome it, or move on to the next prospect, instead of wasting time

  • Direct denial

  • Indirect denial

  • Boomerang

  • Compensation

  • Question

  • Pass up


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