HowtoPresent.pptVIP

How to Present Presenting Your objectives in this step of selling are: To create a differential competitive advantage for your product with an overwhelming weight of evidence. To create value for your product To build desire for your proposal To establish conviction that your proposal is the best one To get a commitment Next steps A meeting with appropriate decision makers To move the sale forward – up the Sales Ladder CUSTOMER PROSPECT Attention Interest Desire Conviction Action Satisfaction Repurchase The Sales Ladder Steps of Selling Repurchase Servicing Negotiating and Closing Presenting Generating Solutions Identifying Problems Prospecting Rackman Implementation Resolution of Concerns Evaluation of Alternatives Recognition Of Needs Advertising Repurchase Sources: Gerald L. Manning and Barry L. Reece. 1990. Selling Today: A Personal Approach. Boston: Allyn and Bacon; Neil Rackham. 1989. Major Account Selling Strategies. New York: McGraw Hill. Repurchase Reinforce and Remind Adoption Induce Trial Communicate Information Create Awareness PROSPECT CUSTOMER One-on-One Presenting Structure calls to take prospects up the Sales Ladder Call structure allows you to set the agenda and to keep your calls focused on selling/educating, not extraneous matters. Call Structure Greeting New information Opening Recap and purpose Discussion Dealing with objections Conditions Discussion tactics Summary and close Dealing With Objections Probe to understand. Compliment, restate, and get agreement. Empathize, reassure, and support (feel, felt, found). Use trial closes Forestall objections Use “Yes, but…” and compare. Use case histories (case studies). Use “coming to that…” Pass on objections. Dealing With the Price Objection Continually talk about quality Sell a Patek Philippe Break price into smallest possible units Talk value, not price. Refer to investments, not costs. Conditions Recognize conditions Can’t overcome conditions Discussion Tactics Vary your style