Elements of a Great Sales
Presentation
McGraw-Hill/Irwin
Copyright © 2007 by The McGraw-Hill Companies, Inc. All
Chapter
10
10-2
Chapter
10
Main Topics
10-3
The Tree of Business Life: Presentation
The Purpose of the Presentation
Three Essential Steps within the Presentation
The Sales Presentation Mix
Visual Aids Help Tell the Story
Dramatization Improves Your Chances
Demonstrations Prove It
Chapter
10
Main Topics
10-4
Technology Can Help!
The Sales Presentation Goal Model
The Ideal Presentation
Be Prepared for Presentation Difficulties
Chapter
10
The Presentation
Create elements of the
presentation that appeal to the
buyer’s senses and lead to
improved understanding.
Liven up your talk with drama and
a demonstration.
Use technology to help make your
message clear.
Be professional about competition.
You will see that ethical service
builds true relationships.
Exhibit 10-1: The Presentation is the Heart
of the Sale
An effective approach
allows a smooth transition
into discussing your
product’s features,
advantages, and benefits.
The Purpose of the Presentation
Your main goal is to sell your product to
your customer – to help him.
The Purpose of the Presentation, cont.
Purpose of the presentation:
1. Provide knowledge via features, advantages,
2.
3.
4.
and benefits of your product, marketing plan, and
business proposition
Allow buyer to develop personal attitudes toward
your product
Attitudes result in desire (or need)
Convert a need into a want and then into the
belief that your product can fulfill a certain need
The Purpose of the Presentation, cont.
5. Convince the buyer that not only is your product
6.
the best but also that you are the best source
to buy from
When this occurs, she is in the conviction stage
Exhibit 10-2: The Five Purposes of the
Presentation
Three Essential Steps Within the
Presentation
1. Fully discuss the features, advantages, and benefits
of your product.
2. Present your marketing plan – tell whole story:
How to resell (for reseller)
How to use (for consumer and industrial user)
Promotion plans, delivery, etc.
3. Explain your business proposition.
What’s in it for your customer?
1. Value/Cost comparison
1.Should be last (why?)
Exhibit 10-4a: Salespeople Use These
FABs in Their Presentations
Features, Advantages, and Benefits of Bix Buckwheat Pancake Mix
Features
Advantages
Benefits
Product
1. Great tasting, fluffy and
1. Traditional “farmhouse”
light; highly nutritious
recipe, with freshest
ingredients; fortified with
vitamins A, B, C, and D;
no preservatives
2. User needs only to add
2. Quick and easy to
water, stir, and cook
prepare
1. Provides an appealing
item; expands breakfast
menu; increases
breakfast business
2. Requires minimal
kitchen time and
labor
Exhibit 10-4b: Salespeople Use These
FABs in Their Presentations
Features, Advantages, and Benefits of Bix Buckwheat Pancake Mix
Features
Advantages
Benefits
Marketing Plan
3. Just in time delivery;
weekly as needed
3. No need to store large
quantities
4. Local distribution center
4. Additional orders can be 4. Prevents out-offilled quickly
stock situations
5. An experienced sales
representative to serve
account
5. Knowledge and
background in
food-service industry
3. Requires minimal
inventory space; keeps
inventory costs low
5. Provides assistance for
meeting changing needs
and solving business
problems
Exhibit 10-4c: Salespeople Use These
FABs in Their Presentations
Features, Advantages, and Benefits of Bix Buckwheat Pancake Mix
Features
Advantages
Benefits
Business Proposition
6. Quantity discounts
6. Reduces costs
7. Extended payment plans 7. Reduces interest costs
6. Increases your profits
7. Increases your profits
Exhibit 10-5: The Sales Presentation Mix
Persuasive Communication
Seven factors of good communication:
(Chapter 4)
1.Use questions
2.Be empathetic
3.Keep the message simple
4.Create mutual trust
5.Listen
6.Have a positive attitude and enthusiasm
7.Be believable
Persuasive Communication
Sell Sequence = FAB + trial close
To be a persuasive communicator:
Use logical reasoning
Persuade through suggestion
Have a sense of fun
Personalize relationships
Build trust – being honest; doing what you say you will do
Be aware of your body language – always smile!
Control the presentation – questions rechannel an off-course
presentation
Use diplomacy – choose your battles
Use words as selling tools (simile, metaphor, analogy)
The Sales Presentation Mix
Sales Presentation Mix
Persuasive communication
The SELL sequence + Trial Close
Show – Explain
– Lead
(features) (advantages) (benefits)
–
Let
(customer talk)
+
Trial Close: after strong selling point, after answering
objection, immediately before move to close
Persuasive Communication, cont…
Logical Reasoning – presentation
conducted around three parts
Ex.:
1. Major premise: All manufacturers wish to reduce
2.
3.
costs and increase efficiency.
Minor premise: My equipment will reduce your
costs and increase efficiency.
Conclusion: Therefore, you should buy my
equipment.
Persuasive Communication, cont…
Persuasion through suggestion
1. Suggestive propositions – suggest the prospect
2.
3.
4.
should act now
Prestige suggestions – name the famous or
respected people or companies that use your
product.
Autosuggestions – attempt to have buyer sell
herself by imagining herself using the product
Direct suggestions – suggest that prospect buy
your product
Persuasive Communication, cont…
Persuasion through suggestion, cont.
5. Indirect suggestions – make it seem as if the
purchase of your product is the buyer’s idea
“Should you buy 50 or 75 dozen…?”
“Have you talked to anyone who has used their
product?”
6. Counter-suggestions – get the buyer to express
why he needs the product and will also compel
him to defend his decision
Persuasive Communication, cont…
1. Simile – a comparison statement using the words
“like” or “as”
A poorly manicured lawn is like a bad haircut
2. Metaphor – implied comparison that uses a
contrasting word or phrase to evoke a vivid image
Our power mowers sculpt your lawn
3. Analogy – compares two different situations which
have something in common
Our sun screen for your home will stop the sun’s
heat before it gets to your window. It’s like having a
shade tree in front of your window without blocking
the view
Exhibit 10-5: The Sales Presentation Mix,
cont…
Participation is Essential to Success
Questions
Product use: appeals to senses
Visuals (to be discussed)
Demonstrations (to be discussed)
Exhibit 10-5: The Sales Presentation Mix,
cont…