Which of the following is one of the elements of the salespersons presentation mix?

Main goal of a presentation

To provide information to the prospect/customer – includes the discussion of your product, marketing plan, and business proposition

Knowledge >> allows the buyer to develop positive personal beliefs >>  result in desire/need >>  convert it to attitude (best product) >>  conviction stage

Three Essential Steps

1.Fully discuss the product (FAB)

2.Present marketing plan

3.Explain business proposition

Emphasize benefits throughout the presentation.

Presentation Mix

Refers to the elements the salesperson assembles to sell to prospects and customers

Determinants: sales call objective, customer profile and customer benefit plan

Six Elements of Presentation Mix

1. Persuasive communication

2. Participation

3. Proof
4. Visual aids

5. Dramatization

6. Demonstration

Persuasive Communication Techniques

Use a question to induce feedback.

Discuss a product’s feature, advantage, and benefit, it forms the SELL Sequence.

Logical Reasoning

Used when it involves comparative cost data, when price versus benefits must be judged, and when the product is a new concept.

Constructed into 3 parts: major premise, minor premise, and conclusion

Prices of fuel are increasing. Motorists are looking for ways to save on fuel.

Petron-BPI card gives you bigger fuel savings.

Apply now.

Persuasion through suggestion

Can arouse attention, interest, desire, conviction, and action.

Types of suggestions:

1.Suggestive propositions

2.Prestige suggestions

3.Autosuggestion

4.Direct suggestion

5.Indirect suggestion

6.Counter suggestion

Make the presentation fun.

Selling is fun. Loosen up and enjoy the presentation.

Believe in yourself and

what you are selling.

Personalize your relationship.

Personalize your relationship with each of your customers.

It helps build trust.

Build trust.

Two of the best and easiest way to build persuasive powers:

Being honest.

Doing what

you say you will do.

Use body language.

Nonverbal communication must project a positive image to the prospect. Smile.

Control the presentation.

Direct the conversation to lead the prospect through the presentation and proposal.

Be a diplomat.

When tempers rise and prospects are wrong but feel they are correct and will not change their opinions.

Use a pleasant dialogue

Construct your presentation to incorporate excellent speech, delivery, and particularly how you build suspense into your stories.

Simile, Metaphor, Analogy and Parable

Example of analogy:

Our sun screen for your home will stop the sun’s heat and glare before it hits your window. It’s like having a shade tree in front of your window without blocking the view.

Example of parable:

I have a daughter, and before she started school this year I took her to the doctor and got her immunized so she wouldn’t catch any disease from the other kids at school. This virus protection software does the same thing for your network. The software immunizes your network against computer diseases.

Participation

4 ways to induce participation:

a. Questions

b. Product Use

c. Visuals

d. Demonstrations

Appeal to their senses.

Can increase the prospect’s confidence and  trust that product claims are accurate.

Proof statements 

1.Customer’s past sales figures

2.Guarantee (warranties),

3.Testimonials from prominent people

4.Company proof results (test market sales information and current sales data)

5.Independent research results (proof furnished by reputable sources outside the company, publications)

What are the elements of the presentation mix?

What are the three most important parts of a sales presentation?

What are the types of sales presentation?

What are the steps in the sales presentation?