FREE online courses on Selling Step by Step - Presentation -
Start the presentation rolling
Before the sales presentation can be given, identify the
potential new account and determine if the account is in fact a user
or a potential user of your product or service or a non-user of your product.
This shall help you to customize your presentation; otherwise you would land up
telling everything from scratch, to a prospect that has already used your
product.
Categories of presentation
Sales presentation can be classified into five different
categories as follows:
v
Structured
This is usually done through films and slide projections. For example: In case of intangible products such as
Insurance, holiday packages etc.
v Semi- Automated
This approach follows when you
use brochures or literature and substantiate it with comments. For example: In case of pharmaceutical products where in
you need to give technical details of the product.
v
Memorized
This approach follows when you
present the company's message with few changes to the customer.
v
Organized
This approach follows when you have a prepared outline or checklist and you are
given complete flexibility of words.
v
Unstructured
This is a problem solving approach of presentation. This approach follows when
you along with the prospect explore the problems and find solutions for the
same. This approach requires quick solving of doubts and complaints of the
customers.