Format of Sales Presentation

1. The Approach

 Introduction--rapport building.  Use statement, demonstration, and/or questions.  Make smooth transition into presentation.  Remember: be positive, appearance, firm handshake--smile, look'em in the eyes.

2. Presentation

 Product (incorporating S.E.L.L.) -use SELL to uncover further needs and/or confirm needs stated in approach by having buyer negatively and/or positively answer your trial closes. -use proof statement. -use simile, metaphor, or analogy. -use demonstration. -use numerous visuals.

 Marketing Plan (incorporating SELL) -tie back into benefits. Very important to do.

 Business Proposition (incorporating SELL) -use one or more value analysis, ROI, discounts, markups, promotional & allowances. -tie back into benefits. Very important to do.

Multiple Closing Sequence

NOTE: You are required to have at least two closes and thus need to develop a multiple-closing sequence.

-summarize benefits of interest to buyer. -ask a trial close. -discuss suggested order. -first close--ask for business. -objection occurs. -second close. -objection occurs. -third close. -continue if appropriate.

 Completion o Sale Made, Exit Script o No Sale Made, Exit Script -be positive, natural and polite. -leave with a firm handshake--look 'em in the eyes. o Establish the next step in either the sales or no sale . Communicate the next step and when follow-up will occur

IF YOU DO NOT SELL PROSPECT

Create an ‘Exit Script’ around the following guidelines:

1. Don’t give up. As you are collecting your stuff, say something like:  “Mr./Mrs. Prospect, would you do one thing for your company?”  “Look over…” describe material you are leaving.  “Please call if you feel (your product) will fill your needs. I feel it will!” 2. Stand up. 3. Shake hands—look’em in the eyes and smile. 4. Be positive, enthusiastic! Say something like:  “Thank you very much for your time,” and/or  “I really enjoyed visiting with you.” 5. In leaving, act as a professional.  Do not take it personally.  Remember the prospect lost out, not you. 6. You leave the door open by:  Knowing your product,  Being friendly after a “no sale.” 7. If still a prospect, you will be back. 8. You are there to unselfishly help the person and his/her company. If you feel your product is needed by the prospect, you would follow-up with a telephone call a few days later. A letter might follow the telephone call.