SALES PRESENTATION
Joivy Villanueva
Negative attitude during the approach
salesperson customer
Dizziness Tiny brain
Fear of memory lapse and
Small ears making
brain disconnecting from
mouth hearing difficult
Adam’s apple that won’t work Mouth programmed to
Rapid heart beat say “no” and “price too
Upset stomach high”
Sweating palms Small heart
Trembling hands
Cold fish hands
Weakness in knees
The first impression you make is critical
to success
Wear business clothes that are suitable and
fairly conservative
Be neat in dress and grooming
Refrain from smoking, chewing gum, or
drinking when in your prospect’s office
Keep an erect posture to project confidence.
Leave all unnecessary materials outside the
office
If possible, sit down.
Continuation…
Be enthusiastic and positive toward the
interview
Smile, always Smile!
Do not apologize for taking the
prospect’s time.
Do not imply that you were just passing
by and that the sales call was not
planned
Maintain eye contact with the prospect
Sales Presentation
Videos
CD-ROMS
Satellite conferencing
Computer hardware and software
Fives way to remember prospect’s name
Be sure to hear the prospects name and
use it.
Spell it out in your mind, or if it is unusual
name, ask the person to spell the name.
Relate the name to something you are
familiar with.
Use the name in the conversation
Repeat the name at the end of the
conversation.
Positive attitude can bring success
Sales people need a positive attitude.
Before entering the customer’s office, the
salesperson should psych herself up.
Assigned a degree of importance before
entering the office:
Your sales call objective
The type of approach that will be well
received by the customer.
Your customer benefit plan
Approach techniques and objectives
Opening with a statement
Opening with a demonstration
Opening with a question/s
3 basic objectives of statement and
demonstration
To capture the attention of the customer
To stimulate the prospect’s interest
To provide a transition into the sales
presentation
Sales calls approach
Small talk- you might talk about the
weather, sports or anything.
Planned - the formal selling technique
use as a lead-in to the upcoming
discussion of the product.
Situational approach
The type of product you are selling
Whether this is a repeat call in the same
person.
Your degree of knowledge about the
customer’s needs
The time you have for making the sales
presentation.
Whether the customer is aware of the
problem
In addition to creating attention, stimulating
interest, and providing for transition, using
question in your approach includes, the
following objectives
To uncover the needs or problems
important to the prospect.
To determine if the prospect wishes to
fulfill these needs or solve these problems
To have the prospect tell you about these
needs or problems, and the intention to
do something about them
Opening with statements
Introductory approach
the most common and the least
powerful because it does little to capture
the prospect’s attention and interest
Complimentary approach
everyone likes a compliment. It is
an effective beginning to a sales
interview.
Referral approach
It is effective if the prospect respects that
person; it is important to remember,
however that the referral approach can
have a negative effect if the prospect
does not like the person.
Premium approach
It is effective because everyone likes to
receive something free
Demonstration openings
Product approach- the salesperson
places the product on the counter or
hands it to the customer.
Showmanship approach- involves doing
something unusual to catch the
prospect’s attention and interest.