m402 pt presenting
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Stage 3. The PresentingThe better we’re able to present our products and services, the more likely it is the customer will buy.
Peter Thomson
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M402
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Why do people buy?
• People buy emotionally and not logically.• People buy because of ‘Away motivation’
and ‘Towards motivation’.• With a specific list of reasons – as varied
as possible – ask the customer why they buy.
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Copyright 2010 | R
ipple Effect S
ystems Ltd
The product or the service itself
Variations on the product: different sizes or different colours
Delivery: where will it be delivered; when will it be delivered?
The salesperson
The price
The terms
The accuracy of the product: how well will the product live up to the promise that’s being made?
The supplying company’s reputation
The venue of the sales conversation
What happens in the event of breakdowns or problems?
The customer’s need
The customer’s want
FACTORS PRIORITY 1/2
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The salesperson
• When people are in a buying mode but the don’t buy, they blame the salesperson.
• When people sell, they blame everything but the salesperson (themselves).
• Face this truth.
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The successful salesperson
• Appearance• First impression• Listens• Smiles• Honest• Experience• Responses
• Positive• Plans and
punctual• Confident• Good handshake• Fantastic
opening
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Features and benefits
The feature is or what something is or has.The benefit is what the feature does for the customer.•The gathering stage is for identifying what features and benefits appeal to the customer for use in the presenting stage.
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Statement statement question
• State the feature, state the benefit, ask the question.
• Always link back to the main copy, the ideas that you established in the gathering stage.
• Remember: translate those features into benefits.
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Questions & Answers
Please post your questions:– Q&A box bottom-left. – Comment top-right.
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Ripple review
• People buy on emotion, not logic• The salesperson is the critical part of
sales; don’t neglect this fact.• Presenting stage: using the features and
benefits found in the gathering stage to show your customer why they should buy from you.
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ANNOUNCEMENTSNext Week: Joanna Martin: Persuasive pitchingAfter that: Arthur op den Brouw, then Ryan PinnickSeptember 25th Focus, Leads, Results. Day workshop run by Mike and Arthur
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Thank you for joining us
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Ripple Effect Sales Training
Master sales and your business will flourish
Leading sales, marketing and branding experts helping you become a master of selling: Peter Thomson, Joanna Martin, Topher Morrison, Craig Goldblatt, Michael Clark, Arthur op den Brouw, Andrew Priestley, Leigh Ashton, Grant Leboff, Hannah McNamara, Patrick White, Kathryn Lennon-Johnson and Ryan Pinnick
www.rippleeffectsales.com/starterkit
www.facebook.com/rippleeffectsales