unit 8 - the sales presentation

8/8/2019 Unit 8 - The Sales Presentation

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The Sales

Presentation

Agricultural Service and

DevelopmentAgricultural Sales and Service

Unit VIII


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The Sales Presentation

What information

needs or should be

presented to theprospect?

The solution

The merits

The value


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The presentation isthe main component

of the _______process.

The goal of thepresentation is to

Show

how t

heproduct works

Illustrate the benefitsof the product


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Most agri-selling is

considered

_______________. The presentation

should lay out your

solution or plan

step-by-step.


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A sales presentation is

a series of ________

that must be executedin a logical fashion.

Each step must be

designed, prepared,

and __________ to fit

into the presentationprocess.


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Organization

Be careful not to

Overkill Be too technical

Talk too fast

Listen to the client


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Organization

Why may it not be

possible to give a

presentation on the first

visit?

Remember not to flood

the prospect with too

much information

Work at personalizationof solution


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Use a Logical

Communication

Process Tell em what your

going to tell em.

Tell em

Tell em what youtold em.


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Summarize the

problem

Outline your solution

Present selling

points


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Units of Conviction

Treat each major selling

point as a unit of

conviction

We could call this a

mini-close

Highlight

Explain

Support with evidence

Secure the agreement


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Features and Benefits

A Comparison

Customers dont buy__________ they by

benefits.

Translate ________

into benefits.

Have a sample (Seeing

is believing).


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Proving Benefits

Have evidence to

back up claims If you say it may not

be true, however; if

the client says it, it

must be true.


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Supporting Benefits

Demonstration

Testimonials

Pictures or Charts

Product comparisons

Results from tests or

surveys

Company literature


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Ways ofObtaining

Tangible Agreement

Watch for buyingsigns

Body language

Verbal clues

Use a test close


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Factors and Procedures

Related to Handling

Objections

Expect objections

Objections are no more

than unanswered

questions

O

bjections may besignals of interest


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Factors and

Procedures Related

to HandlingObjections

Have a response to

each objection

Objections highlightthe prospects

concern


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Excuses or Valid

Objections

How do we addressthe issue to decide if

it is a factor of the

sale or not?

Excuseshide t

hereal reason

(Read these, p. 58-

59)


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Genuine Objections

The prospect truly

need your product. The time may not be

right.

May not want the

product. No money.


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Benefits OutweighObjections

(Dos and Donts) Never argue

Opportunity to saveface

Wording, wording,wording

Take the blame onmisunderstandings


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Time Frames for

Answering an

Objection Immediate

Before it is raised

Later

Never (Look at these p. 60)


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Steps for Handling

Objections

Listen Restate

Respond


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Methods of Dealing

withObjections

The turn around The explanation

The agreement

The negation

The interrogation

The counter question

(Study these, p.60)

unit 8 - the sales presentation

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