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Mastering Strategic Sales Presentations for Customer Problem Solving

Learn the importance of planning your approach, building rapport with customers, and using various presentation techniques. Discover how to choose the right sales presentation and ask effective questions to solve customer problems.

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Mastering Strategic Sales Presentations for Customer Problem Solving

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  1. CHAPTER 9 STRATEGIC PRESENTATION

  2. APPROACH • IMPORTANCE OF PLANNING FOR APPROACH • REASONS FOR APPROACH TO SOLVE CUSTOMER PROBLEMS BY OFFERING YOUR PRODUCTS F A B • ESTABLISH RAPPORT WITH CUSTOMER • ATTITUDE AND CREATIVE IMAGERY IMPORTANT FOR CONFIDENCE BUILDING • SEE PAGE 277 FOR FAVORABLE FIRST IMPRESSION

  3. APPROACH TECHNIQUES • STATEMENT TECHNIQUE • DEMONSTRATION TECHNIQUE • QUESTION TECHNIQUE • FACTORS TO REMEMBER PRIOR TO APPROACH;YOUR SALES CALL OBJECTIVE;TYPE OF APPROACH;CUSTOMER BENEFIT PLAN

  4. CHOOSE THE RIGHT TYPE OF SALES PRESENTATION(MEMORIZED,FORMULA,NEED-SATISFACTION,PROBLEM SOLVING) • SEE EXHIBIT 9-5 PAGE 278 • FACTORS AFFECTING CHOICE OF PRESNTATION; • TYPE OF PRODUCT • REPEAT CALL, • KNOWLEDGE OF CUSTOMER NEEDS, • TIME ALLOWED FOR PRESENTATION, • CUSTOMER’S AWARENESS OF THE PROBLEM

  5. OPENING STATEMENT • INTRODUCTORY APPROACH • COMPLIMENTARY APPROACH • REFERRAL APPROACH • PREMIUM APPROACH • SEE EXAMPLES IN THE BOOK(P 280-281)

  6. DEMONSTRATION OPENINGS • PRODUCT APPROACH • CUSTOMER BENEFIT APPROACH • SHOWMANSHIP APPROACH • CURIOSITY APPROACH • OPINION APPROACH • SHOCK APPROACH

  7. MULTIPLE-QUESTION APPROACH • SPIN • SITUATION QUESTIONS • PROBLEM QUESTIONS • IMPLICATION QUESTIONS • NEED-PAY OFF QUESTIONS • PRODUCT NOT MENTIONED IN QUESTIONS • SEE EXAMPLES OF INDUSTRIAL AND CONSUMER PRODUCT SALE QUESTIONS

  8. CATEGORIES OF QUESTIONS • DIRECT QUESTIONS • NON DIRECTIVE QUESTIONS • REPHRASING QUESTIONS • REDIRECT QUESTIONS • PROJECTION QUESTIONS • ASK QUESTIONS THAT YOU CAN ANTICIPATE ANSWERS • GIVE TIME FOR PROSPECT TO RESPOND • LISTEN

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