4.03 B Pre-sales activities and sales presentations

Why salespeople should conduct pre-visit research

To better understand the needs and wants of the customer

To come across as knowledgeable to the prospect

Factors about a prospect that are useful in sales situations

What are his/her goals What benefits are important to him/her

Sources for pre-visit research that provide company information that can be useful in sales situations

Database, prospect’s website, other suppliers, lower level employees of the client company

Pre-Approach & Pre-Visit Research

How to use collected pre-visit research during a sale Prepare a presentation Demonstrate how your product solves their

problems and meets their needs

How to conduct pre-visit research Research the company on the internet Check the financial records (publicly traded) Make some calls or pre-visits

Pre-Approach and Pre-Visit Research

Benefits to booking appointments with prospectsClient has set time aside for youClient will be prepared to meet with you

Importance of the introduction when calling to set up a sales appointment

Client must understand who you are and who you represent

What to include in the introduction when calling to set up a sales appointment

Your name, the company’s name and the products you will be presenting as well as the benefits of the products to the client/prospect.

Confirm with whom you will be meeting

The Introduction to the Approach

Factors that influence what to say when calling to set up a sales appointment. Familiarity with the person and company Your company’s position in the industry Prior experience

Barriers encountered when attempting to book appointments with prospective clients. The “gate keeper” Too busy, changing dates and times, change in

whom you are meeting with

The Introduction to the Approach

Reasons for preparing for a sales presentation Increase chances of successfully selling Understand the client and their needs

Factors about the customer/client that should be determined prior to making a sales presentation

Who are your current vendors? Who is the decision maker? How fast are decisions made?

Factors that affect the preparation needed for sales presentations

History with the client (Good or bad? Previous orders and satisfaction, what can the product do for them?)

Preparation needed for sales presentations Know the needs of the client Practice , Practice, Practice Identify and correct distracting mannerisms of presenter

Sales Presentations

14 distracting behaviors Are you guilty of any of them?

1. Scratching ourselves 2. Bite or licking our lips 3. Play with or stroking hair, mustache or beard 4. Picking teeth, fingernails or cuticles 5. Adjusting glasses, hair or clothing 6. Clicking pens 7. Bending paper clips or playing with rubber

bands 8. Drum our fingers or tapping our feet 9. Whole body movements such as rocking,

swaying or pacing 10. Jiggling pocket change 11. Clearing our throats 12. Frowning in concentration 13. Yawning with the mouth wide open 14. Twisting a ring, or removing and replacing it

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Ways to prepare for a sales presentation

Set up the information and demonstration

Have ALL your materials Practice, practice, practice

Sales Presentation Prep

Characteristics of effective software sales presentations

Color, motion, clear and concise, large font/type Key terms, not too wordy

Purposes of using presentation software packages to support sales presentations

Bring the conversation alive Offer discussion points “A picture is worth a thousand words”

Presentation Software

Using software to sellWays salespeople use presentation software packages

to support sales presentations Introduce the product and new ways to use it Build discussion / make it more understandable

How salespeople use online sales presentations Generate interest, offer information, promote products

Procedures for creating a software presentation to support sales presentations

Use large Font/Type for easy viewing Visual aids should only be used if they support your

message