This is the presentation of my students in Market2. Fundamental of Selling

1. [Presentations]

2. What is a Presentation?
“An act of presenting or the state of being
presented, a performance, a formal
introduction, a social debut.”

3. Wikipedia says:
Presentation is the practice of showing and
explaining the content of a topic to an
audience or learner.

4. According to our book:
The sales presentation is a persuasive
vocal and visual explanation of a
proposition.

5. The basics of marketing remain the same:
Creating a strategy to deliver the
right messages to the right people.

6. Why should we have a presentation?
To prove that what you are selling can meet needs
that have the most importantance to the customer.

7. Purposes of a presentation
(Our main goal is to sell the product to our customer – to help)
Knowledge
Beliefs
Desire or Need
Attitude
Conviction

8. Add them all up:
Knowledge + Beliefs + Desire + Attitude + Conviction
SALES SUCCESS!

9. { In the selling process,
it comes after Approach. }

11. There are three crucial steps in a
presentation.

12. 1. Fully discuss the features, advantages,
and benefits of your product.

13. 2. Present your marketing plan.

14. 3. Explain your business proposition.

15. The sales presentation mix.

16. Persuasive
Communication
Demonstrations Participation
Salesperson
Dramatization Proof
Visual Aids

17. Persuasive Communication
Sell Sequence = FABs + trial close

18. To be a persuasive communicator:
Use logical reasoning.
Persuade through suggestion.
Have a sense of fun.
Personalize relationships.
Build trust.
Be aware of your body language: Always smile!
Control the presentation: Questions re-channel an off-course presentation.
Use diplomacy: Choose your battles.
Consider the Paul Harvey dialogue (conversation style)
Use words as selling tools (simile, metaphor, analogy)
Use parables and storytelling to illustrate a point.

19. Seven factors of good communication:
Use questions
Be empathetic
Keep the message simple
Create mutual trust
Listen
Have a positive attitude and enthusiasm
Be believable

20. Persuasive
Communication
Demonstrations Participation
Salesperson
Dramatization Proof
Visual Aids

21. Participation

22. Questions
Product use: appeals to senses
Visuals
Demonstrations

23. Persuasive
Communication
Demonstrations Participation
Salesperson
Dramatization Proof
Visual Aids

24. Proof
Past sales help predict the future
The guarantee
Testimonials
Company proof results
Independent research results

25. Persuasive
Communication
Demonstrations Participation
Salesperson
Dramatization Proof
Visual Aids

26. Visual Aids
Increase retention
Strengthen the message
Lessen misunderstanding
Create a unique and lasting impression
Show the buyer that you are a professional

27. Appeal to the prospect’s vision with the intent
of producing mental images of the product’s
features, advantages and benefits.

28. Persuasive
Communication
Demonstrations Participation
Salesperson
Dramatization Proof
Visual Aids

29. Dramatization
Dramatics refers to presenting the
product in a striking, showy, or
extravagant manner.

30. Dramatization improves your chances
of success.

31. Persuasive
Communication
Demonstrations Participation
Salesperson
Dramatization Proof
Visual Aids

32. Demonstrations

33. A successful demonstration lets the
prospect to:
 Do something simple.
 Work an important feature.
 Do something in a routine of frequently
repeated.
 Answer questions through a demonstration
or to give a feedback.

34. The seven-point checklist:

36. Why should we follow this model?
Persuasive
Communication
Demonstrations Participation
Salesperson
Dramatization Proof
Visual Aids

37. It captures attention and interest.
It creates a two-way communication.
It involves the prospect through
participation.
Gives a more complete, clear explanation
of products.

38. Tip!
Technology can be a huge help.

39. The Sales Presentation
Goal Model:

40. How will you
What is your
stage your
objective?
presentation?
How will you
design and Who is your
display visual audience?
aids?
How will you How will you
create structure your
impact? presentation?

41. Your approach technique quickly
captures your prospect’s interest and
immediately finds signals that the
prospect has a need for your product
and is ready to listen.

42. How do you handle presentation
difficulties?
If an interruption comes up, offer to leave
the room or regroup your thoughts.

43. Should you talk about competitors?
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 necessary.

44. Lastly, always be professional.

45. Thank you!