begin your presentation strategy begin your presentation strategy chapter 10

Begin Your Presentation Begin Your Presentation StrategyStrategy

Begin Your Presentation Begin Your Presentation StrategyStrategy

Chapter

Chapter

10

The Tree of Business Life: The Beginning

Guided by The Golden RuleThe Golden Rule: Begin the presentation with

an end in mind Seek first to understand,

then to be understood Show great caring,

confidence, and excitement in your mind, body, and speech by knowing you can help solve problems

Do not give in to the temptation to exaggerate

You will see that trust, integrity, and character win out in the long runI

T C

Ethi

cal Service

Builds

T r

u e

Relationships

TT T

T T T TT T T T

What Is the Approach?

A ____ shot from the fairway toward the green

Steps a bowler takes before delivering the bowling ball

For the Salesperson What Is the Approach?

The time from when the salesperson first ____ the buyer to the beginning of the discussion of the product.

The Approach

Could last seconds or minutes and involves:Meeting________Rapport BuildingOne of the approach communication techniques

discussed in this chapter

The Approach Is:

The ___ step in the sales presentation The ___ step in the selling process

Exhibit 10-1: The Approach Begins the Sales Presentation

The sales presentation method determines how you open

your presentation

10. Follow-up & Service10. Follow-up & Service

9. Close9. Close

8. Trial close8. Trial close

7. Meet objection7. Meet objection

6. Determine objection6. Determine objection

5. Trial close5. Trial close

4. Presentation4. Presentation

3. Approach3. Approach

2. Preapproach/Planning2. Preapproach/Planning

1. Prospecting/Customer1. Prospecting/Customer

Select Your Presentation Method and Then Your Approach

Approach

Presentation

The Approach Step of the Sales Presentation

Is ____ when you begin discussing the product itself

Let’s Summarize! The Salesperson:

Meets Greets Builds Rapport Goes through the ________ Discusses the product Discusses the _________ plan Discusses the ________ proposition Closes – asks for the order

The First Impression You Make Is Critical to Success

Your _____ impression is projected by:AppearanceAttitude

You only have ___ chance to make a favorable first impression

Approach Techniques and Objectives

Opening with a _________ Opening with a demonstration Opening with a question or questions

Exhibit 10-5: The Approach Techniques for Each of the Four Sales Presentation Methods

Objectives of Both Statement and Demonstration Approach Techniques

Attention ________ Transition

The Approach Leads Quickly Into the Sales Presentation

Exhibit 10-6: Approach Techniques for Opening the Presentation

Opening With Statements

Introductory approach Complimentary approach Referral approach Premium approach

Demonstration Openings

Product approach Showmanship approach

Most common openersCustomer benefit approachCuriosity approachOpinion approachShock approach

Opening With Questions

Exhibit 10-10: A Popular Multiple-Question Approach Is the Spin

Remember, the product is not mentioned in SPIN

Is the Approach Important?

___ it is! Salespeople need several approach

techniques that have worked in the past to select the approach for a current situation

Remember to Select Your Presentation Method and Then Your Approach

Approach

Presentation

Answers to Blanks

1. golf

2. sees

3. Greeting

4. 1st

5. 3rd

6. over

7. approach

8. marketing

9. business

11. first

12.one

13.statement

14. Interest

15.Yes