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Module 11: Sales Presentations

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Preparation: Key to Success

Sales presentations are primarily about building a relationship and beginning a partnership.

When you are creating your presentation, keep in mind that it is not a one-way communication. Presentations are for listening, adapting, and solving problems.

Keep a customer-centric focus, visualize a successful outcome, and mentally rehearse your presentation before you deliver it.

Your appearance should convey professionalism, competence, and success.

Dress one step above what you would wear if you worked at the organization.

When you are traveling to an unfamiliar place for your appointment, get directions in advance, and allow extra travel time, try to arrive early.

Making Your Presentation Work

Often in business-to-business (B2B) sales, you will have to adapt your presentation to your prospect’s needs.

When you know you’ll be presenting in an unfamiliar environment, make sure to have a contingency plan in place.

Arrive early and set up any technology you plan to use so that you can minimize the chance of something going wrong.

PowerPoint slides provide an easy way to organize your presentation and add helpful visuals.

Bring brochures with information about your company, products, and services as well as provide demonstrations which involve and educate the customer.

SPIN Selling

SPIN works from the theory that relationship selling is customer-centric.

In the SPIN model, there are four components of a sales call:

Opening
Investigating
Demonstrating capability
Obtaining commitment

SPIN gets its name from the four kinds of questions that take place during the investigation stage:

Situation
Problem
Implication
Need-payoff