SALES PRESENTATION
- Demonstrate as much as possible in the sales presentation; selling points should be visualized
- Keep the sales presentation simple
- Don't overload the prospect with information
- Don't use overly technical language the prospect may not understand
- Stress the application of the product in the prospect's situation
- Above all, strive for credibility during the sales presentation
- Sales presentation is useless if it is not believed
- Critical points must be proven one by one
Many firms have been successful in using prepared sales presentations, which provide the sales rep with a step-by-step plan for a sales call
- Advantages of a prepared sales presentation
- Gives confidence to new sales people
- Can utilize tested sales techniques which have proven effective
- Assures that all selling points will be covered
- Simplifies sales training
- Disadvantages of a prepared sales presentation
- Memorized texts may damage credibility
- If reps cannot contribute their own words, using the presentation only as an outline, rep's performance will be poor
- An effective close of the sales presentation provides the impetus for the prospect to actually order the product
- A sales job does not end with sales presentation and getting the order. Good follow-up is the key to outstanding customer service.
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