Presentation Skill Training

This is such an important issue in the sales representative training that a full presentation of the skill training course would be unrealistic, however, the following list of sub-topics will provide the seller with the essential elements of the preparation and delivery of its products or services. In the rest of this article the use of the word 'his' is synonymous with 'her' for short.

1) Approach
2) The way you look
3) Your introduction
4) Get close to Prospect
5) The basis of the sales presentation
6) How to deal with objections
7) How to make a rebuttal without Butt
8) The importance of asking questions
9) dramatize the presentation.
10) Closure of a small action, but positive.

With progress in telecommunications today is much better to avoid cold calling on potential customers. Advance knowledge of a company can be found from the lists offered at a reasonable price by firms such as Dunn & Bradstreet database or directory Business Compass. Information such as names of company directors, the number of employees, telephone numbers and e-mail make it easy to make the first contact with the right person.

The best approach is performed through an appointment made by the seller or a support telesales person. It 'important that the right person within an organization is identified, because they made an appointment with anyone other than the decision maker in most cases prove to be a waste of time sales representative. In a society of small and medium enterprises the right person tends to be the owner or CEO. In my 40 years experience in direct sales, appointments made by the Company Secretary or Accountant Company appear to be a shield to protect the machine real decision comes from the bulk of sales each company receives. However, the larger type of buyers are designated company representatives were appointed to interview the sales and purchase on behalf of society and should be the person to approach.

Your appearance is crucial to success in sales. This is due within 10 or 15 seconds of meeting you, first impressions are made. Extensive and important and lasting decisions made about the type of person you are. These decisions are based on how they dressed, how you play and how confident you appear.

Your introduction to your prospect has to be done with a smile and a handshake still means that you have confidence in yourself and by inference in your product or service.

The sale is a construction report. Your first goal is to know, like and trust in you.

A study of body language is a useful tool that can help sellers to expedite the process.

I discovered that a smile, a look into the eyes accompanied by a slight touch of the forearm persons, as you shake their hand, adds a touch of fun to your greeting.

Approach the Prospect
Once you're in your office perspective, the perspective is usually positioned behind the desk, or maybe a workbench. It is a psychological barrier of defense that it is better to go around wherever possible. The way I used to do this was to have my presentation in a folder or do my presentation on a blank sheet of paper. Then I would say the prospect, "I have something here I need to show that it will be okay if I put this on your desk so you can see?" Once they agree and always have done, I put the folder in the right way around them on their side of the desk, and then I walked to the side of their desk to work through my speech in my portfolio or to build a presentation on the sheet of paper. I observed a significant reduction of tension in the attitude prospects once they are on the same side of the desk like them.

The basis of the sales presentation
A proper understanding of the cycle of motivation is the first requisite to prepare a presentation that will lead to a successful conclusion. The first time I meet a prospect will not have reason to believe that they need your product and will have a variety of defense strategies in place to avoid making unnecessary purchases. These strategies have been developed due to previous attempts to separate them from their money in exchange for products or inadequate due to poor presentation of appropriate products. You need to disturb the view from his current mind-set with the presentation of reasons why he needs the product. There are both pain and pleasure sensations of being involved in this part of the presentation, feelings of loss through not using the product and the sensations of pleasure that the gains you get from using it. Both these elements should be maximized to increase the feeling of discomfort. The prospect does not buy if it remains undisturbed. A full explanation of all the features of the product allows the seller to demonstrate how each of these aspects will benefit from the perspectives of the business.

How to deal with objections
The seller knows that well prepared is inevitable that the objections already exists in the mind of the prospects. During the 'in training' representatives should be provided to all the objections that have been produced previously been observed by all the sales force so that there are no surprises for the seller once it is in the field. The answers to these should be tried until it naturally by the seller. However, it should be held until the prospect has them, it is important that you are presented with the prospect by the seller prior to submission along with appropriate responses that neutralize the negative effect of the censorship at the prospect can pronounce. Once you have rarely dealt with in this way are born again to become a deterrent to sales.

How to make a rebuttal without Butt. If a prospect should complain first to go around to deal with it, never make a rebuttal using words like "Ah, but ...." or "No, not because it is so ..." Think of the pain caused by a cigarette butt at the prospect of a direct attack on his thinking. Much better to let someone else take the sting out of the corrections you make in your prospects mind. Refer to another employer, preferably in the same line of business, saying "Yes, that's what Mr (XYZ) of (another company), however, thought that once you start using this product has found that ..... . " (Now you're given the opportunity to highlight the characteristics and desired results that refute the claim.)

The importance of asking questions
Asking questions is part of the sales process for centuries, but was mainly based on the concept of building a series of 'yes' answers' yes that would lead to a close. Times have changed and now people are much more resistant to closure rigid tactics of the old school vendors. Research has shown that

1) No need to ask questions to make the sale.
2) It can carry up to 50% more sales if it provided that the questions relate to the prospects needs and desires.

Applications are also used to create dissonance that can only be resolved by the customer using the product.

Everyone cares and questions to help the seller make the camera perspective on the business in hand. Further focus is captured through the involvement of more perspective in the presentation, asking them to touch, hold, feel, or engage in any way possible with the product.

Questions will help determine what are the prospects true needs and wants are.

Dramatize the presentation.

Try the full presentation is crucial in order to free the mind from anxious sellers on the fear of forgetting the order of presentation and questions and answers. Once the presentation is currently a far greater impact can be given for each feature and the benefits can be illustrated by the stories of its sales success of its other customers with the product.

I remember once when I was selling a Christmas contest advertising in our newspaper a customer, he stressed that the public did not bother to participate in this type of feature so that he felt would get any results from advertising in it. I knew that the public participation in the competition was immense, but instead of replying to this objection, I apologized to the meeting and arranged to call back later. I went back to our offices and collected hundreds of bags with our competitor's coupons input into a large cardboard box. I went back to the office of my client and entering, I deliberately slipped and let the bags spill all over the carpet. I excused myself and how it has taken up the mass of envelopes there was no way to be able to retain his objection. That little 'drama that involved a lot of his senses, has done much more good than a simple statement about the numbers they did.

Closure of a small action, but positive.
If you have questions, which revealed the prospects needs, answered all his objections and obtained his agreement on your answers, while demonstrating dramatically that the product is the best solution to its particular needs, then the sale should reach a nearby natural. However it would be a big mistake on your part to expect the prospect of applying for the order form. This will not happen in a month of Sundays. You have to end, no matter how brilliantly the sale had progressed. The outlook does not voluntarily close the sale with a purchase. Would still have a little 'take time to reflect. Pull out the order form and your pen and ask him to "accept order", rather than sign. Always assume that it is now in agreement and ask for a small decision like 'when he would prefer delivery, the next week or the week after,' or which product you want to 'the standard or deluxe version'.

The call to action must be done by you, but make the smallest of a decision in his mind as much as possible so that it is easy for him to agree ....