10-1

Chapter 10 The Presentation: The Power of Solving

Problems

10-2

Video Ride-Along

• The video The Presentation features Paul Blake, Vice President of Sales at Greater Media Philadelphia

• Paul Blake talks about the importance of preparation – prior to the presentation as well as during the presentation

• To view the video, click here

10-3

Chapter Objectives

• Learn how to prepare for a sales presentation.

• Discuss how to dress for success for a sales presentation.

• Learn how to deliver your message in a powerful and effective way.

• Understand SPIN and how to use it during the sales presentation.

• Learn the five steps of a successful sales presentation.

• Understand how to prepare for a successful job interview.

10-4

How to Prepare for a Sales Presentation

• Prior to the presentation:

– Identify your ally in the prospect company and get additional details about the company

– Research briefly on everyone who will be attending the presentation

– Plan the seating arrangement strategically

– Walk through your mental rehearsals

• During the presentation:

– Use the names of everyone present

– Give the presentation a personal touch

– Take a customer-centric approach

10-5

Figure 10.1 - Prepresentation Checklist

Prepresentation Checklist.PNG

Click below toview full-size

10-6

Dress for Success

• The video Fashion Advice for Men : How to Dress Business Casual – Men features a fashion designer; he gives few tips on menswear – business casual

• To view the video, click here

• The video What not to Wear to Work explains how your dressing can affect your chances of success and promotion

• To view the video, click here

10-7

Dress for Success

• The video What Not to Wear: Summer Work Fashion explains what is appropriate (and inappropriate) business attire for the summer

• To view the video, click here

10-8

Dress for Success (Exercise)

Which of these is an appropriate way to dress if you are having a sales meeting with a client at a restaurant?

10-9

Dress to Impress

• The video Dress for Success features a HR Consultant and a Fashion House Representative

• The video demonstrates how to dress for interviews and in the office

• To view the video, click here

10-10

Making Your Presentation Work

• Structure of your presentation depends on:

– The size of your audience

– The location of your presentation

– The tools which you will be using during the presentation

10-11

Elements of an Effective Presentation

• The video Effective Presentations features Terry Sjodin, Author of New Sales Speak

• Terry Sjodin discusses the nine mistakes that salespeople make in a presentation

• http://www.youtube.com/watch?v=hKv_s6WMc1U

10-12

Presenting to Individuals and Groups

• Presenting to individuals

– Easy to customize your approach

– Knowing your buyer helps you to deliver value

– Send a precall questionnaire to your contact and use the information gathered to create an agenda

• Presenting to groups

– Saves time

– Generates enthusiasm of people in an organization who can influence others

– Adjust the presentation to the dynamics in the room

– Tip -- Always ask for the size of your audience

– Tip -- Keep in mind the needs of each stakeholder

10-13

Sell with Success Stories

• The video Selling With Success Stories features Rachel Gordon, Account Manager at WMGK

• Rachel Gordon discusses how she uses success stories to present her solutions to the new prospects

• To view the video, click here

10-14

Group Presentations

• The video, Super Sales Presentations - Sales Training Presentation Skills Video Preview from Seminars on DVD features Patricia Fripp

• The video can be helpful to learn some strategies for delivering presentations effectively

• To view the video, click here

10-15

The Right Place and Tools

• Right place

– At your place of business

– At a neutral location

– At your prospect’s place of business

– Via Webinars and video conferences

• Right tools

– PowerPoint presentations

– Brochures, premiums, and leave-behinds

– Samples and demonstrations

– Cost-benefit analysis and ROI

10-16

Dos and Don’ts of a PowerPoint Presentation

• Make your slides easy to read

• Replace descriptive headlines with headlines that sell

• Use the 10/20/30 rule

• Remember that the PowerPoint is only an aid

• Turn down the lights

• Go overboard with technological gimmicks

• Hide behind your computer screen when using PowerPoint

• Fill your slides with words

• Bore your audience with visual sameness

10-17

10/20/30 Rule

• The video 10-20-30 Presentation Rule features Guy Kawasaki, Best-Selling Author

• Guy Kawasaki explains how to use the 10-20-30 rule while creating your presentation

• http://www.youtube.com/watch?v=liQLdRk0Ziw

10-18

Powerful PowerPoint Presentation Tips

• The video “Slide:ology by Nancy Duarte |Book Brief” showcases how to capture and inspire your audience with your PowerPoint presentations

• Nancy Duarte / Steve Jobs clips• http://www.youtube.com/watch?v=odSrURCGSJs

• http://www.youtube.com/watch?v=k-zMRPZpvcw&feature=related

10-19

Five Steps of a Successful Sales Presentation

• Build rapport

• Make a general benefit statement

• Make a specific benefit statement

• Presentation

• Close

10-20

Don’t Be Forgettable

• The video, Persuasive and Effective Communication features Terri Sjodin

• Terri Sjodin discusses how to elevate your presentation skills to another level

• To view the video, click here

10-21

Proposal

• It is a document that proposes the specific terms of the sale, including pricing, delivery time frame, and the scope of the products or services you are offering

• Elements of a good proposal – Introduction, definition, discussion, cost, time frame, call to action, and evidence

• Objective of a proposal:

– To educate the prospect

– To convince the prospect

– To provide justification for the prospect’s investment