Need Satisfaction Demonstrations and PresentationsProfessional Presentation Techniques for Entrepreneurs

Professional Presentation SkillsPresentation Skills are the “sizzle” in the

steak

Professional Presentation SkillsPresentation Skills are the “sizzle” in the

steak.“Earn the right” to ask for the order.

Professional Presentation SkillsPresentation Skills are the “sizzle” in the

steak.“Earn the right” to ask for the order.Show that you understand their needs.

Professional Presentation SkillsPresentation Skills are the “sizzle” in the

steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their

problems.

Professional Presentation SkillsPresentation Skills are the “sizzle” in the

steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their

problems.Shows that you empathize with their

situation.

Professional Presentation SkillsPresentation Skills are the “sizzle” in the

steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their

problems.Shows that you empathize with their

situation.Demonstrates how your product or

service meets their needs.

Professional Presentation SkillsPresentation Skills are the “sizzle” in the

steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their

problems.Shows that you empathize with their

situation.Demonstrates how your product or

service meets their needs.Emphasizes the unique features and

benefits of your product or service.

Professional Presentation Skills

Planning and Preparation

Planning The PresentationProfessional Presentations are based on

the following;

Planning The PresentationProfessional Presentations are based on

the following;1) Thorough knowledge of your product or

service

Planning The PresentationProfessional Presentations are based on

the following;1) Thorough knowledge of your product or

service.2) Thorough Knowledge of your

competitor’s product or service.

Planning The PresentationProfessional Presentations are based on

the following;1) Thorough knowledge of your product or

service.2) Thorough Knowledge of your

competitor’s product or service.3) A knowledge of this specific customer’s

needs.

Planning The PresentationProfessional Presentations are based on

the following;1) Thorough knowledge of your product or

service.2) Thorough Knowledge of your

competitor’s product or service.3) A knowledge of this specific customer’s

needs.4) Effective use of Professional

Presentation Skills.

Professional Presentation SkillsPreparing for the Presentation

Preparing for the Presentation or DemonstrationPreparation begins at your office or

home.

Preparing for the Presentation or DemonstrationPreparation begins at your office or

home.Organize your content to identify and

address specific need areas.

Preparing for the Presentation or DemonstrationPreparation begins at your office or

home.Organize your content to identify and

address specific need areas.Rehearse your presentation with

someone in your office or home.

Preparing for the Presentation or DemonstrationPreparation begins at your office or

home.Organize your content to identify and

address specific need areas.Rehearse your presentation with

someone in your office or home.Prepare any equipment, projectors,

laptops or handouts to be used in the presentation in advance!!!!!

Preparing for the Presentation or DemonstrationPreparation begins at your office or

home.Organize your content to identify and

address specific need areas.Rehearse your presentation with

someone in your office or home.Prepare any equipment, projectors,

laptops or handouts to be used in the presentation in advance!!!!!

Create a presentation/demonstration kit.

Professional Presentation SkillsPreparing a Presentation or Demonstration Kit

The Presentation/Demonstration Kit

•Includes any and all materials you will need to make an effective presentation.

The Presentation/Demonstration Kit

•Includes any and all materials you will need to make an effective presentation.

•Includes all pertinent literature.

The Presentation/Demonstration Kit

•Includes any and all materials you will need to make an effective presentation.

•Includes all pertinent literature.•Includes an introductory letter describing

your company, products and services.

The Presentation/Demonstration Kit

•Includes any and all materials you will need to make an effective presentation.

•Includes all pertinent literature.•Includes an introductory letter describing

your company, products and services.•Includes Proof Sources.

The Presentation/Demonstration Kit

•Includes any and all materials you will need to make an effective presentation.

•Includes all pertinent literature.•Includes an introductory letter describing

your company, products and services.•Includes Proof Sources.•Includes Testimonial Letters.

The Presentation/Demonstration Kit

•Includes any and all materials you will need to make an effective presentation.

•Includes all pertinent literature.•Includes an introductory letter describing

your company, products and services.•Includes Proof Sources.•Includes Testimonial Letters.•Includes Pricing and order forms.

The Presentation/Demonstration Kit

•Includes any and all materials you will need to make an effective presentation.

•Includes all pertinent literature.•Includes an introductory letter describing

your company, products and services.•Includes Proof Sources.•Includes Testimonial Letters.•Includes Pricing and order forms.•Includes Warranty Information.

The Presentation/Demonstration Kit• Includes any and all materials you will

need to make an effective presentation.• Includes all pertinent literature.• Includes an introductory letter describing

your company, products and services.• Includes Proof Sources.• Includes Testimonial Letters.• Includes Pricing and order forms.• Includes Warranty Information.•Documents compliance to Government

Regulations when relevant.

Professional Presentation SkillsGiving Effective Presentations or DemonstrationsStep By Step Professional Presentations

Giving Effective Presentations

•Introduce yourself to all parties present and explain the purpose of your presentation.

Giving Effective Presentations

•Introduce yourself to all parties present and explain the purpose of your presentation.

•Summarize the prospect’s needs.

Giving Effective Presentations

•Introduce yourself to all parties present and explain the purpose of your presentation.

•Summarize the prospect’s needs.•Confirm your understanding.

Giving Effective Presentations

•Introduce yourself to all parties present and explain the purpose of your presentation.

•Summarize the prospect’s needs.•Confirm your understanding.•Ask an open question to uncover any

additional needs.

Giving Effective Presentations

•Introduce yourself to all parties present and explain the purpose of your presentation.

•Summarize the prospect’s needs.•Confirm your understanding.•Ask an open question to uncover any

additional needs.•Present Features and benefits that meet

the customer’s needs.

Summarize the Needs before you start to present!

Why?

Summarizing The Prospect’s Needs•Confirms your understanding of the

prospect’s needs.

Summarizing The Prospect’s Needs•Confirms your understanding of the

prospect’s needs.•Prevents you from discussing things that

are unimportant to your client.

Summarizing The Prospect’s Needs•Confirms your understanding of the

prospect’s needs.•Prevents you from discussing things that

are unimportant to your client.•Affirms to the client that you heard what

they said.

Summarizing The Prospect’s Needs•Confirms your understanding of the

prospect’s needs.•Prevents you from discussing things that

are unimportant to your client.•Affirms to the client that you heard what

they said.•Provides an opportunity to clear up any

misunderstandings prior to your presentation.

Summarizing The Prospect’s Needs•Confirms your understanding of the

prospect’s needs.•Prevents you from discussing things that

are unimportant to your client.•Affirms to the client that you heard what

they said.•Provides an opportunity to clear up any

misunderstandings prior to your presentation.

•Uncovers need areas not previously discussed.

The Summary of NeedsStep by Step Format.

The Summary of Needs

1. Briefly Restate the Customer’s needs (As you understand them)

The Summary of Needs

1. Briefly Restate the Customer’s needs (As you understand them).

2. Ask a closed (yes/no) question to confirm your understanding.

The Summary of Needs

1. Briefly Restate the Customer’s needs (As you understand them).

2. Ask a closed (yes/no) question to confirm your understanding.

3. Ask an open question to find any additional need areas.

How do I classify needs?I prepared in advance for this, so how am I supposed to fit new needs into the presentation?

Need AreasHelpful Hints on how to prepare your need areas.

Common Areas of Need

•There are SIX basic factors that customers consider before justifying a change.

Common Areas of Need

•There are SIX basic factors that customers consider before justifying a change.

•What are they???

Six Basic Factors to Consider before making a change.•ALL features and benefits of ANY product

or service will fit into one of the following six categories,

Professional Presentation Need Areas

Professional Presentation Need Areas

Professional Presentation Need Areas

Professional Presentation Need Areas

Professional Presentation Need Areas

Professional Presentation Need Areas

Exercise

•Go back to your features & benefits list for your product or service and decide which need area that they fit into.

•Take 5 minutes to do this.•Be prepared to discuss the results with the

group.• A Feature is a characteristic of your

product or service.•A Benefit shows the value of the feature to

the client (So What?!)

Need Satisfaction Demonstration or Presentation.

Need Satisfaction Demonstration or Presentation.

Need Satisfaction Demonstration or Presentation.

Need Satisfaction Demonstration or Presentation.

Need Satisfaction Demonstration or Presentation.

Need Satisfaction Demonstration or Presentation.

Need Satisfaction Demonstration or Presentation.

That Went Well. Now What?

That Went Well. Now What?CLOSE THE DEAL!!!

Professional Presentation Skills

Now What?

After The Close

Review

Economy

Thank You for Your Attention