1 8 Chapter Carefully Select Which Sales Presentation Method to Use 2 Main Topics The Tree of Business Life: Presentation 3 Sales Presentation Methods 4 (3) Approach - (4) Presentation 5 The Sales Presentation 6 There are Several Sales Presentation Methods and You Must Select One According to Your: 7 The Sales Process A sequence of actions taken by the salesperson which leads toward the customer taking a desired action and ends with follow-up to ensure purchase satisfaction. 8 Exhibit 8-1: The Third Step in the Sales Process is the First Step in the Sales Presentation 9 Sales Presentation Strategy 10 Sales Presentation Methods–Select One Carefully 11 Sales Presentation Methods–Select One Carefully 12 Sales Presentation Methods— Select One Carefully 13 Sales Presentation Methods— Select One Carefully cont… 14 Sales Presentation Methods— Select One Carefully cont… 15 Exhibit 8-2: The Structure of Sales Presentations 16 Sales Presentation Methods— Select One Carefully 17 Exhibit 8-3: Participation Time by Customer and Salesperson During a Memorized Sales Presentation 18 Why Choose the Memorized (Canned) Sales Presentation Method? 19 Why Not to Choose the Memorized (Canned) Sales Presentation Method 20 Exhibit 8-4: Dyno Electric Cart Memorized Presentation 21 Exhibit 8-4: Dyno Electric Cart Memorized Presentation, cont... 22 Sales Presentation Methods— Select One Carefully 23 Exhibit 8-5: Participation Time by a Customer and Salesperson During a Formula Sales Presentation 24 The 10-Step Productive Retail Sales Call 25 The 10-Step Productive Retail Sales Call 26 Exhibit 8-6: The 10-Step Productive Retail Sales Call, cont... 27 Exhibit 8-7: A Formula Approach Sales Presentation 28 Why Choose the Formula Sales Presentation Method? 29 Why Choose the Formula Sales Presentation Method?, cont… 30 Why Not to Choose the Formula Sales Presentation Method? 31 Sales Presentation Methods— Select One Carefully 32 The Need-Satisfaction Presentation’s Phases 33 Exhibit 8-8: Participation Time by Customer and Salesperson During Need-Satisfaction and Problem-Solution Sales Presentations 8-33 34 Exhibit 8-9: A Need-Satisfaction Presentation 35 Exhibit 8-9: A Need-Satisfaction Presentation, cont... 36 Why to Choose the Need-Satisfaction Sales Presentation Method 37 Why to Choose the Need-Satisfaction Sales Presentation Method, cont… 38 Why Not to Choose the Need-Satisfaction Sales Presentation Method 39 Sales Presentation Methods— Select One Carefully 40 The Problem-Solution Presentation’s Six Steps 41 Exhibit 8-8: Participation Time by Customer and Salesperson During Need-Satisfaction and Problem-Solution Sales Presentations, cont… 42 Why to Choose the Problem-Solution Sales Presentation Method 43 What Is the Best Presentation Method? 44 What Is the Best Presentation Method? 45 Exhibit 8-10: Important Characteristics of Types of Sales Calls 46 The Group Presentation 47 The Group Presentation, cont… 48 The Group Presentation, cont… 49 Negotiating So Everyone Wins 50 Negotiating So Everyone Wins 51 Negotiating So Everyone Wins, cont… 52 Sales Presentations Go High Tech 53 Select the Presentation Method, Then the Approach 54 Exhibit 8-11:The Parallel Dimensions of Selling 55 Let’s Review Before Moving On! 56 The Golden Rule Makes Sense 57 Summary of Major Selling Issues |