begin your presentation strategy begin your presentation strategy chapter 10

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Page 1: 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

Page 2: Begin Your Presentation Strategy Begin Your Presentation Strategy 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

Page 3: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

What Is the Approach?

A ____ shot from the fairway toward the green

Steps a bowler takes before delivering the bowling ball

Page 4: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

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.

Page 5: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

The Approach

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

discussed in this chapter

Page 6: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

The Approach Is:

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

Page 7: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

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

Page 8: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

Select Your Presentation Method and Then Your Approach

Approach

Presentation

Page 9: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

The Approach Step of the Sales Presentation

Is ____ when you begin discussing the product itself

Page 10: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

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

Page 11: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

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

Page 12: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

Approach Techniques and Objectives

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

Page 13: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

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

Page 14: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

Objectives of Both Statement and Demonstration Approach Techniques

Attention ________ Transition

Page 15: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

The Approach Leads Quickly Into the Sales Presentation

Page 16: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

Exhibit 10-6: Approach Techniques for Opening the Presentation

Page 17: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

Opening With Statements

Introductory approach Complimentary approach Referral approach Premium approach

Page 18: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

Demonstration Openings

Product approach Showmanship approach

Page 19: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

Most common openersCustomer benefit approachCuriosity approachOpinion approachShock approach

Opening With Questions

Page 20: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

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

Remember, the product is not mentioned in SPIN

Page 21: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

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

Page 22: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

Remember to Select Your Presentation Method and Then Your Approach

Approach

Presentation

Page 23: Begin Your Presentation Strategy Begin Your Presentation Strategy Chapter 10

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