the actual presentation of the sales message to the prospect Show
a type of presentation in which the salesperson does 80 to 90% of the talking, focusing on the product and its benefits rather than attempting to determine the prospect's need a presentation by which the salesperson follows a general outline that allows more flexibility and tries to determine prospects need need-satisfaction presentation a flexible, interactive type of presentation in which a prospect's need are thoroughly discussed In a need-satisfaction sales presentation the stage at which the discussion is devoted to the buyer's needs the stage at which a salesperson is aware of the buyer's need and takes control of the situation by restating those needs to clarify the last phase of a needs-satisfaction sales presentation. Here, the salesperson shows how the product will satisfy mutual needs problem-solution presentation a flexible, customized approach involved an in-depth study of a prospect's need requiring a well -planned presentation Chapter 8 Carefully Select Which Sales McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved. Main Topics 8-2 Sales Presentation Methods Master the art of creating effective sales presentations Prior knowledge of customer 8-3 (3) Approach - (4) Presentation The Third Step in the Sales Process (Approach) 8-4 The Sales Presentation 8-5 There are Several Sales Presentation Methods and You Must Select One Prior knowledge of the customer 8-6 The Sales Process 8-7 Exhibit 8-1: The Third Step in the Sales Process is the First Step in the Sales The sales presentation method determines how you open your 8-8 Sales Presentation Strategy Salespeople face numerous situations: 8-9 Sales Presentation Methods–Select One Carefully 8-10 Sales Presentation Methods–Select One Carefully The four sales presentation methods are: 1) Memorized The basic difference between the four methods is the percentage of the 8-11 Sales Presentation Methods— Four Sales Presentation Methods 1. The Memorized Sales Presentation (canned) Salesperson’s role is to develop initial stimulus into an affirmative response to an eventual purchase 2. The Formula Presentation (persuasive selling) The salesperson follows a less structured, general outline in making a presentation, allowing more Sales Presentation Methods— 3. The Need-Satisfaction Presentation Designed as a flexible, interactive sales presentation, yet the most challenging and Three Phases: 1. Need-development phase Sales Presentation Methods— 4. The Problem-Solution Presentation Selling highly complex or technical products Exhibit 8-2: The Structure of Sales Presentations 8-15 Sales Presentation Methods— 1. The Memorized Sales Presentation The prospect’s needs may be stimulated by direct exposure to the product through the sales The prospect’s needs have already been stimulated because the prospect has made the effort to seek National Cash Register Co. (NCR) Exhibit 8-3: Participation Time by Customer and Salesperson During a Memorized Sales 8-17 Why Choose the Memorized (Canned) Sales Presentation Method? Because it: It is effective when: 8-18 Why Not to Choose the Memorized (Canned) Sales Presentation Because it: Presents FABs that may not be important to the buyer Interruptions – salesperson may get off-track; forget 8-19 Exhibit 8-4: Dyno Electric Cart Memorized Presentation 8-20 Exhibit 8-4: Dyno Electric Cart Memorized Presentation, cont... 8-21 Sales Presentation Methods— 2. The Formula Sales Presentation Often referred to as the persuasive selling presentation Straight Rebuy
situations Exhibit 8-5: Participation Time by a Customer and Salesperson During a Formula 8-23 The 10-Step Productive Retail Sales Call Step Number 8-24 The 10-Step Productive Retail Sales Call 8-25 Which selling presentation method is a flexible customized approach involving an in depth study of a prospect's needs requiring a well planned presentation?The problem-solution presentation is a flexible method that requires a detailed analysis of the prospect's needs. Prior contact with the buyer is essential in the problem-solution method.
What are the 4 types of sales presentation?The four categories, namely memorized(structured), persuasive selling(semi-structured), need-satisfaction(unstructured), and problem-solution(centralized), are presented in a zig-zag fashion to make ample space for the additional details.
What are the methods of selling presentation?Generally speaking, if you are making a sales presentation, the memorized or persuasive selling method is best. However, if you need to understand buyer priorities or uncover buyer needs or problems then the needs-satisfaction or problem-solution methods are best.
Which method is based on the assumption that similar prospects in similar situations can be approached with similar presentations?Professional Selling. |