Term
| characteristics of a strong presentation |
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Definition
| keeps buyer's attention, improves the buyer's understanding, helps buyer remember what was said, offers proof of the salesperson's assertions, creates a sense of value |
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Term
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Definition
| retain 20% of what we hear, 50% of what we see and hear |
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Term
| salespeople should ask themselves |
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Definition
| how can i use my imagination and creativity to make a vivid impression on my prospect or customer? how can i make my presentation a little different and stronger? |
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Term
| how to strengthen presentation |
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Definition
| a seller should strategically select methods and media that will helpfully address the needs of the buyer, respond to the buyer's unique styler, consider elements such as: how many pple, buying process stage they're in, what info they need, type of situation |
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Term
| buyer's unique presentation styles |
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Definition
expressives-colorful, visual, positive
analyticals - clean, simple, detailed
amiables - people-filled, slow-paced
drivers - crips, professional, to the point |
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Term
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Definition
| don't oversell the joke, dont apologize b4 the joke, make sure they get the punchline, use humor from own life, smile and be animated, practice telling a joke |
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Term
| graphics and charts: communicate large amounts of info |
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Definition
| know the single point the visual should make, customize, use current, accurate info, don't place too much info on one visual, use bullets, dont overload w/ #s, label with title, choose colors wisely, use graphics instead of tables, use high-quality pics, consistent art styles fonts, check for errors, obey copyright laws |
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Term
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Definition
| models, samples, gifts (keeps buyer interest, cross-sectional models), catalogs and brochures, photos, illustrations, ads, maps, testimonials, demos |
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Term
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Definition
| include customer's specifications for the desired product, including delivery schedules |
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Term
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Definition
| executive summary (1-2) pages, body of proposal (total cost minus total savings, a brief description of the problem, brief description of the proposed solution, budget), presenting the proposal |
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Term
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Definition
| showing the prospect that the cost of the proposal is offset by the added value |
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Term
| value analysis: quantifying the solution |
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Definition
| cost-benefit analysis, ROI, payback period, NPV, opportunity cost |
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Term
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Definition
| net profit the reseller makes, expressed as a percentage of sales |
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Term
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Definition
| annual sales, average retail price of inventory on hand, inventory mgmt systems |
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Term
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Definition
| sales per square foot or sales per shelf foot |
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Term
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Definition
| know your audience well, know what you're talking about, prepare professional, helpful visuals, be yourself, get good night sleep, feed off energy and enthusiasm of several friends, happy looking pple if presenting to group, PRACTICE! |
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