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Module 10 • The sales presentation


Steps (tips) to be built into the planning of a sales presentation: • Cover all pertinent facts. • Write down benefits and arrange it in order of importance. • Identify the differential advantages. • Use a demonstration or plan your visual aids (photos / videos). • Emphasise specific facts. • Make your statements trustworthy (prove claims). • Make provision for time to ask questions and to listen. • List the main points of the sales presentation. • Make the presentation relevant (personalised). • Get to the point. • Type out the sales presentation or write it down.


VIDEO


Tips on how to give an effective sales presentation: http://www.howcast.com/videos/505098-Giving-an-Effective-Sales-Presentation-Public-Speaking


3.


Criteria for an effective and successful sales presentation


3.1 What the salesperson says


A well-planned sales presentation can be ruined by a weak verbal presentation. The following criteria will ensure the success of the conveyance of the presentation: • Do not talk too much. • Keep the message simple. • Speak the prospect’s language. • Speak clearly and understandably. • Be specific. • Use sales talk. • Ask questions throughout.


3.2 What the salesperson shows (demonstrates)


Through visual presentation, the salesperson also involves the prospect’s senses and the chances that the prospect will absorb more of the sales message increase considerably. The ideal would be for the salesperson to be able to show or visually illustrate every statement or claim he makes.


3.2.1 Aim and planning of visual presentations What is achieved with the demonstration or visual presentation of a product or idea?


It helps the prospect to understand, saves time, gets him involved and allows him to participate which makes it more enjoyable. It also draws the prospect’s attention and holds his interest. It affords more credibility and creates confidence, shows that the salesperson knows his product, illustrates advantages and benefits and leads to acceptance and eventual agreement.


The prospect must become involved – the salesperson must have a specific plan of what he will say, of what he is going to do, in the right sequence and a goal for what he is going to ask the prospect to do.


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