Sales Presentation

1. The introduction: Grab attention and offer thanks.

2. The body. Provide relevant benefits to the audience.

3. The conclusion. Summarize the body of your talk.

4. The Q&A. Clarify questions and reiterate strengths.

4 Parts of a Sales Presentation

Issues-Solutions-Benefits (I-S-B) Sequence: http://www.youtube.com/watch?v=d8p2-3I1caQ

What does this sequence remind us of?

How to Create an Effective Presentation

1. Prepare to sell2. Approach the customer & establishing

relationships3. Determine customer needs4. Prescribe solutions & present the

product5. Overcome objections6. Close the sale7. Reaffirm buyer-seller relationships

The Selling Process!

Do your research!!! Understand your product Understand who your target market is

Preparing to Sell

Find and use sales leads Call customers that could fit your business Advertise and be visible Respond to inquiries in a timely manner

Approach the Customer & Establishing Relationships

Before the presentation Research your customer Think of questions they may have

During your presentation Listen to questions carefully Notice body language while presenting benefits

Determine customer needs

Match products/services with customer needs

Be honest when responding to objections Maintain positive relationship and leave the

door open for further discussion

Prescribe Solutions/Overcome Objections

“Buying motives” are the reasons people buy. Effective sales presentations are tailored to the motives of the audience.

Customer Buying Motives

Status Ease of Use Affection

Appetite Love of beauty Wealth

Comfort Amusement Enjoyment

Desire for bargains

Desire for good health

Pride of ownership

Recognition Friendship Fear

Common Customer Buying Motives

Rehearse your presentation! Prepare an outline, but be willing to adjust Be honest Smile and act welcoming Make sure you and your presentation are

visually appealing

Final Helpful Tips