10-1
Chapter 10 The Presentation: The Power of Solving
Problems
10-2
Video Ride-Along
• The video The Presentation features Paul Blake, Vice President of Sales at Greater Media Philadelphia
• Paul Blake talks about the importance of preparation – prior to the presentation as well as during the presentation
• To view the video, click here
10-3
Chapter Objectives
• Learn how to prepare for a sales presentation.
• Discuss how to dress for success for a sales presentation.
• Learn how to deliver your message in a powerful and effective way.
• Understand SPIN and how to use it during the sales presentation.
• Learn the five steps of a successful sales presentation.
• Understand how to prepare for a successful job interview.
10-4
How to Prepare for a Sales Presentation
• Prior to the presentation:
– Identify your ally in the prospect company and get additional details about the company
– Research briefly on everyone who will be attending the presentation
– Plan the seating arrangement strategically
– Walk through your mental rehearsals
• During the presentation:
– Use the names of everyone present
– Give the presentation a personal touch
– Take a customer-centric approach
10-5
Figure 10.1 - Prepresentation Checklist
Prepresentation Checklist.PNG
Click below toview full-size
10-6
Dress for Success
• The video Fashion Advice for Men : How to Dress Business Casual – Men features a fashion designer; he gives few tips on menswear – business casual
• To view the video, click here
• The video What not to Wear to Work explains how your dressing can affect your chances of success and promotion
• To view the video, click here
10-7
Dress for Success
• The video What Not to Wear: Summer Work Fashion explains what is appropriate (and inappropriate) business attire for the summer
• To view the video, click here
10-8
Dress for Success (Exercise)
Which of these is an appropriate way to dress if you are having a sales meeting with a client at a restaurant?
10-9
Dress to Impress
• The video Dress for Success features a HR Consultant and a Fashion House Representative
• The video demonstrates how to dress for interviews and in the office
• To view the video, click here
10-10
Making Your Presentation Work
• Structure of your presentation depends on:
– The size of your audience
– The location of your presentation
– The tools which you will be using during the presentation
10-11
Elements of an Effective Presentation
• The video Effective Presentations features Terry Sjodin, Author of New Sales Speak
• Terry Sjodin discusses the nine mistakes that salespeople make in a presentation
• http://www.youtube.com/watch?v=hKv_s6WMc1U
10-12
Presenting to Individuals and Groups
• Presenting to individuals
– Easy to customize your approach
– Knowing your buyer helps you to deliver value
– Send a precall questionnaire to your contact and use the information gathered to create an agenda
• Presenting to groups
– Saves time
– Generates enthusiasm of people in an organization who can influence others
– Adjust the presentation to the dynamics in the room
– Tip -- Always ask for the size of your audience
– Tip -- Keep in mind the needs of each stakeholder
10-13
Sell with Success Stories
• The video Selling With Success Stories features Rachel Gordon, Account Manager at WMGK
• Rachel Gordon discusses how she uses success stories to present her solutions to the new prospects
• To view the video, click here
10-14
Group Presentations
• The video, Super Sales Presentations - Sales Training Presentation Skills Video Preview from Seminars on DVD features Patricia Fripp
• The video can be helpful to learn some strategies for delivering presentations effectively
• To view the video, click here
10-15
The Right Place and Tools
• Right place
– At your place of business
– At a neutral location
– At your prospect’s place of business
– Via Webinars and video conferences
• Right tools
– PowerPoint presentations
– Brochures, premiums, and leave-behinds
– Samples and demonstrations
– Cost-benefit analysis and ROI
10-16
Dos and Don’ts of a PowerPoint Presentation
• Make your slides easy to read
• Replace descriptive headlines with headlines that sell
• Use the 10/20/30 rule
• Remember that the PowerPoint is only an aid
• Turn down the lights
• Go overboard with technological gimmicks
• Hide behind your computer screen when using PowerPoint
• Fill your slides with words
• Bore your audience with visual sameness
10-17
10/20/30 Rule
• The video 10-20-30 Presentation Rule features Guy Kawasaki, Best-Selling Author
• Guy Kawasaki explains how to use the 10-20-30 rule while creating your presentation
• http://www.youtube.com/watch?v=liQLdRk0Ziw
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Powerful PowerPoint Presentation Tips
• The video “Slide:ology by Nancy Duarte |Book Brief” showcases how to capture and inspire your audience with your PowerPoint presentations
• Nancy Duarte / Steve Jobs clips• http://www.youtube.com/watch?v=odSrURCGSJs
• http://www.youtube.com/watch?v=k-zMRPZpvcw&feature=related
10-19
Five Steps of a Successful Sales Presentation
• Build rapport
• Make a general benefit statement
• Make a specific benefit statement
• Presentation
• Close
10-20
Don’t Be Forgettable
• The video, Persuasive and Effective Communication features Terri Sjodin
• Terri Sjodin discusses how to elevate your presentation skills to another level
• To view the video, click here
10-21
Proposal
• It is a document that proposes the specific terms of the sale, including pricing, delivery time frame, and the scope of the products or services you are offering
• Elements of a good proposal – Introduction, definition, discussion, cost, time frame, call to action, and evidence
• Objective of a proposal:
– To educate the prospect
– To convince the prospect
– To provide justification for the prospect’s investment
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