Sales Presentations & Demonstrations. Sales Training Course / Handbook: Gain Pre-Commitment; Read & Send Nonverbal Messages; Practical How-To . Demo as Proof Source; Questions, Objections.
Language: English
Published by Champlainhousemedia, 2010
- Softcover
- Used
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- Title
- Sales Presentations & Demonstrations. Sales Training Course / Handbook: Gain Pre-Commitment; Read & Send Nonverbal Messages; Practical How-To . Demo as Proof Source; Questions, Objections.
- Author
- McGaulley, Michael
- Publisher
- Champlainhousemedia
- Publication year
- 2010
- Condition
- very_good
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 0976840634
- ISBN 13
- 9780976840633
Part one covers early preparations, including what kind of specific commitment to gain from the prospect in order to avoid wasting your time, and then planning and preparing
Part two addresses the actual delivery of the presentations or demonstration, working through six key phases from opening to handling questions and objections to closing for the order or other action.
Part three, on communications on multiple levels, covers the crucial issue of reading and sending the appropriate non-verbal messages, including positioning yourself and subtly moving the prospect.
It also puts into context the overall purpose of demonstrations, presentations, proposals, free-trials, discounts and other special deals:that is, to serve as "proof sources," given for a specific, defined purpose that should be agreed-upon in advance with the prospective buyer. Unless the prospect is willing to make that up-front agreement, then it usually makes little sense for the sales person to proceed. How to gain and use that pre-commitment is covered in this book.
CONTENTS
1. Crucial first step before developing any proof: Negotiate apre-commitment agreement.
2. Get a specific appointment from theProspect for the proposal or demonstration.
3 "Touch base" inadvance with any key Decision Influencers who will beattending.
4. Plan and prepare the logistics of themeeting
5. Plan and prepare your demonstration orpresentation
6. In your preparation, focus on key sellingmessages.
7. As you prepare, preparementally.
8. Prepare your visual aids and salesagreement.
Part two Delivering the Presentation orDemo
Section A: Preliminaries
1.Arrive early to set up.
2. "Own" your block oftime.
Section B: Working through the Six KeyPhases
1. Set the context with an Opening BenefitsStatement.
2. Confirm agreement on the objectives set for thisdemonstration or presentation. Check for completeness. If appropriate, add anyothers suggested by the Prospect.
3. Confirm the pre-commitmentthat you and the Prospect made earlier.
4. Conduct the body ofthe demonstration or presentation.
5. Deal with any questions,comments, and objections.
6. Close with aclose.
Part three Communicating on MultipleLevels
Section A: Non-verbal techniques for communicating toProspects
1. Projecting the rightimage.
2. Focusing the Prospect's attention.
3.Positioning yourself
4. Moving theProspect.
Section B: Decoding non-verbal cues fromthe Prospect
"Synopsis" may belong to another edition of this title.
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