Chp 10 Strategic Presenting

Begin Your Presentation Strategically Chapter 10

The Golden Rule ,[object Object],[object Object],[object Object],[object Object]

For the Salesperson What Is the Approach? ,[object Object]

The Approach ,[object Object],[object Object],[object Object],[object Object]

The Approach Is: ,[object Object],[object Object]

Select Your Presentation Method and Then Your Approach

Caution Salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Approach Step of the Sales Presentation ,[object Object]

Let’s Summarize! The Salesperson: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Approach–Opening the Sales Presentation ,[object Object],[object Object],[object Object]

The First Impression You Make Is Critical to Success ,[object Object],[object Object],[object Object],[object Object]

Approach Categories ,[object Object],[object Object],[object Object]

Exhibit 10.5: The Approach Techniques for Each of the Four Sales Presentation Methods

Objectives of Both Statement and Demonstration Approach Techniques ,[object Object],[object Object],[object Object]

The Situation Faced Determines the Approach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Objectives Of Using Question Approach Techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Exhibit 10.6: Approach Techniques for Opening the Presentation

Opening With Statements ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Demonstration Openings ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Opening With Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Opening With Questions ,[object Object],[object Object],[object Object],[object Object]

Opening With Questions ,[object Object],[object Object],[object Object]

Exhibit 10.10: A Popular Multiple-Question Approach Is the Spin ,[object Object]

Four Question Categories 1. Direct 2. Nondirective 3. Rephrasing 4. Redirect questions

The Direct Question ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Direct Question Limitations ,[object Object],[object Object]

The Nondirective (Or Open-Ended) Question ,[object Object],[object Object],[object Object],[object Object]

The Rephrasing Question ,[object Object],[object Object],[object Object]

The Redirect Question ,[object Object],[object Object],[object Object],[object Object],[object Object]

Three Rules for Using Questions ,[object Object],[object Object],[object Object]

Be Flexible in Your Approach ,[object Object],[object Object]

Chp 10 Strategic Presenting

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