begin your presentation strategy begin your presentation strategy chapter 10
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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