redo chapter 11-13
viena1992
chapter_11_elements_of_presentation.ppt11-*
Elements of a Great Sales Presentation
Chapter
11
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Exhibit 11.1: The Presentation is the Heart of the Sale
An effective approach allows a smooth transition into
discussing your product’s features, advantages, and benefits
2. Preapproach
1. Prospecting
4. Presentation
9. Close
10. Follow-up & Service
6. Determine Objection
3. Approach
5. Trial Close
7. Meet Objections
8. Trial
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Exhibit 11.2: The Five Purposes of the Presentation
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Exhibit 11.3: Three Essential Steps Within the Presentation
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Exhibit 11.5: The Sales Presentation Mix
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Be Prepared for Presentation Difficulties
- How to handle interruptions
- Is the interruption personal or confidential?
- Offer to leave the room
- Regroup your thoughts
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Be 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 necessary
