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Presentation Skills

Overview

•Types of presentations Formal Group One-on-one Product Demos (Concentrating on this area)

•Purposes To Inform To Persuade - Sales related (Concentration)

Overview

•What you will learn: We plan to concentrate, within 45 minutes, on the

actual product presentation You will learn the persuasive format - theory and

practice We will touch on style, but not much Read the material -- it is also available on-line at

www.chanimal.com

Purpose for the Demo

•Our purpose is to persuade the prospect to purchase the product

• If we believe that we have the best product to fulfill their needs, then we have a moral obligation to ensure that they begin to benefit from it immediately.

•“We can get anything we want in life…if we help others get what they want” Zig Ziglar

•Selling is a win-win proposition

•Professional selling is transparent• “Everyone likes to buy, nobody likes to be sold”

We Must Sell

•The born salesman...

The Sales Process

•Steps of the sale• Pre-approach

• (qualified show, qualified list, qualified prospect0

•Approach• (prospecting - direct mail, tele”marketing”)

•Set-up• (Creating a buying, versus a selling atmosphere--within

seconds (don’t take too long))

•Presentation• “Show me the product!”

•Close

The Presentation

• Read section

• Single greatest close is…

• Know the product

• Persuasive format•Attention - Credibility

•Need

•Solution

•Best solution

•Objections

•Visualization

•Actuate - close

Persuasive Format

•Attention Multimedia Immediacy, pace, enthusiasm Others…

Persuasive Format

•Need - a problem Case study

•PSII• Need to develop quickly

• Need to hire and train people (out of school?)

• Need it to be integrated

• Others...

Persuasive Format

•Solution…

CodeWarrior!(the hero)

Persuasive Format

•Best Solution…(your examples) Benefit #1 Benefit #2 Benefit #3

Persuasive Format

•Overcoming objections If it comes up most of the time… bring it up first and

handle it Red light, green light closing “Feel, felt, found” process

•Third person testimonials

Possible objections - your examples

Persuasive Format

•Visualization Help them to visualize the benefits of using the

product•Screen shots

•Ease of use

•Visualization• “Imagine…”

• “Feel…”

Roller coaster closing•Close high

Persuasive Format

•Closing Read section ABC’s of closing Trial close questions Review 12 points Additional closing techniques

Written Demo Script

• Say This Your script here

• Show This

Written Demo Script

•Demo script tips Never tell what you can show Always practice your demo script and fill software

delays with script Know your product Know this persuasive process intuitively

Demonstration

•Example...

Conclusion

•Demo scripts should sell•Follow the persuasive format•Written format•Show, show, show - don’t tell•Enthusiastic pace•Others...

Q & AQ & A