Chapter 5        Sales Presentation & Demonstration

 

Greg Genova of Kennametal

 

Sales Presentation:

 

                This stage is the heart of PSP for two reasons:

 

A.  The First Sales Call and the Sales Presentation

 

 

B.  Planning the Sales Presentation

 

                1.  Gathering Information

 

                2.  I.D. Problems and Needs

 

                3.  Preparing and Presenting

                                F

                                A

                                B

                               

                                S

                                E

                                L

                                L

                                S

 

                4. Confirming the Relationship and the Sale

 

                5.  Ensuring Customer Satisfaction

 

                                JPSSM (140)

 

               

                Prospect Categories and Strategy

 

 

 

C.  General Guidelines for Effective Sales Presentations

                *  Four Principles of Learning:

                                1.  Participation

               

                                2.  Association

 

                                3.  Transfer

 

                                4.  Insight

 

                *  Planning Steps for Effective Demonstrations

 

                                1. 

                                2.

                                3.

                                4.

                                5.

                                6.

                                7.

                                8.

 

                                Being Different (142)      

 

*  Dressing for Success

 

                Figure 5.3

 

 

*  Effective Behavior and Listening Principles

 

 

                Table 5.4

 

 

                Table 5.5

 

 

 

D.  Sales Presentations to Groups

                Checklist (146-147)

 

               

                1.  Alignment

                                *  Who is the Prospect Audience?

 

                                *  What Benefits are the Prospects Seeking?

 

                *  How Do Prospects Prefer to Communicate?

 

                Table 5.6

 

                Group Presentation Example (148)

 

2.  Guidelines

 

 

 

                SAD TIE (151)

 

 

E.  Sales Presentation Strategies

Table 5.7

 

 

 

F.  Adaptive versus Canned Presentations

 

 

 

G.  Written Presentations

 

                Table 5.8

 

 

H.  Selling the Long-Term Relationship