Exhibit 11-1: The Presentation is the Heart of the SaleThree Essential Steps Within the PresentationExhibit 11-3: Three Essential Steps Within the PresentationExhibit 11-5: The Salesperson’s Presentation MixPersuasive communicationParticipationProofExhibit 11-6: Proof Statements Help Prove What You Sayvisual presentationDramatization Improves Your ChancesDemonstrations Prove itExhibit 11-9: Seven Points to Remember About DemonstrationsSlide 13Demonstrations Prove it cont…Technology Can Help!Be Prepared for Presentation DifficultiesBe Prepared for Presentation Difficulties cont...Be Prepared for Presentation Difficulties cont…11-1Exhibit 11-1: The Presentation is the Heart of the SaleAn effective approachallows a smooth transition into discussing yourproduct’s features, advantages,and benefits1. Prospecting2. Preapproach3. Approach5. Trial Close6. Determine objections7. Meet objections9. Close10. Follow up8. Trial Close4. Presentation Participation Proof Visual aids Persuasive communication Demonstration Dramatization11-2Three Essential Steps Within the PresentationFully discuss the features, advantages, and benefits of your productPresent your marketing planHow to resell (for reseller)How to use (for consumer and industrial user)Explain your business propositionWhat’s in it for your customer?11-3Exhibit 11-3: Three Essential Steps Within the Presentation11-4Exhibit 11-5: The Salesperson’s Presentation Mix11-5Persuasive communicationPersuasive communication–The SELL sequence and trial close–Logical reasoning–Major premise–Minor premise–Conclusion–Persuasion through suggestion–Make the presentation fun11-6ParticipationParticipation is essential to successQuestionsProduct useVisualsDemonstrations11-7ProofProof statements build believabilityPast sales help predict the futureThe guaranteeTestimonialsCompany proof resultsIndependent research results11-8Exhibit 11-6: Proof Statements Help Prove What You Say11-9visual presentationThe visual presentation - show and tellVisuals–Increase retention–Reinforce the message–Reduce misunderstanding–Create a unique and lasting impression–Show the buyer that you are a professional11-10Dramatization Improves Your Chances11-11 Demonstrations Prove itIf a picture is worth a thousand words, then a demonstration is worth a thousand picturesDemonstration checklist–Needed and appropriate?–Objective?–Planned and organized?–Flows smoothly and naturally?–Will it go as planned?–Will it backfire?–Is it ethical and professional?11-12Exhibit 11-9: Seven Points to Remember About Demonstrations11-13 Demonstrations Prove itUse participation in your demonstrationLet the prospect do something simpleLet the prospect work an important featureLet the prospect do something routine or frequently repeatedHave the prospect answer questions throughout the demonstration11-14Demonstrations Prove it cont…Reasons for using visual aids, dramatics, and demonstrationsCapture attention and interestCreate two-way communicationInvolve the prospect through participationAfford a more complete, clear explanation of productsIncrease a salesperson’s persuasive powers by obtaining positive commitments on a product’s single feature, advantage, or benefit11-15 Technology Can Help!Can provide excellent presentation methodsMultimedia computers canPresent video clipsPlay sound bitesShow beautifully illustrated graphicsBe connected to projection equipment11-16Be Prepared for Presentation DifficultiesHow to handle interruptionsIs discussion personal or confidential?Offer to leave the roomRegroup your thoughts11-17Be Prepared for Presentation Difficulties cont...Should you discuss the competition?Do not refer to a competitor unless absolutely necessaryAcknowledge your competitor only brieflyMake a detailed comparison of your product and the competition’s product when necessary11-18Be Prepared for Presentation Difficulties cont…Be professional alwaysWhere the presentation takes place:Could be