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.