THE PRESENTATION
OBJECTIVES
To make the prospect aware of a problem or a
need
 To prove your proposition would solve that
problem or meet that need
 To prove that you and your company are worthy
suppliers
 To motivate or persuade the prospect to act
promptly to solve the problem or meet that
need
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BUILDING CONFIDENCE
Personal behaviour
 Confidence building techniques
 The guarantee
 The use of testimonials
 Show records
 Plant tours
 Demonstrations
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IF YOU DON’T CLEARLY UNDERSTAND
AND CANNOT CLEARLY ARTICULATE
THE DIFFERENCE, YOU MAY BE
LOSING SALES TO THOSE WHO CAN
THE SALES PRESENTATION
The memorized presentation
 The formula presentation
 The Need-Satisfaction presentation
 The Problem-Solution presentation
 The group presentation
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OTHER BASIC STRATEGIES OF THE PRESENTATION
Selling should not be a battle
 Keep the interview friendly
 Controlling the interview
 Timing
 Listening
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SITUATIONAL SELLING STRATEGIES
Ignore the static
 Take a strong positive action
 The challenge
 Mitigating circumstances
 Withdrawal
 Play for time
 Change the subject
 Be a ‘whipping’ boy
 The interrupted interview
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HANDLING OBJECTIONS
Objections are an integral part of the process. It
indicates an interest in the presentation. At
least they are listening. The dangerous prospect
is the one who does not speak at all.
OBJECTIONS ARE GUIDEPOSTS TO PROSPECT REACTIONS
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Usually it is a request for additional information
It could be a request for further clarification
Don’t try to dodge them. It would only make the prospect
suspicious.
Do not argue with the prospect
Avoid irrelevant objections.
It is a good idea to handle the objection the moment they are
raised
However, not all objections are required to be taken up at
once.
Never magnify an objection.
Objections can be stated, hidden, valid, invalid
DETERMINING HIDDEN OBJECTIONS
Asking questions
 ‘What else is bothering you?’
 “Honest John’’ technique
 “Habeas corpus” technique
 The 4 ‘No’s technique – no need, no want, no
money, no hurry
 Perception - insight
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IF YOU CAN IDENTIFY THE PROPER
OBJECTION, THEN YOU CAN TAKE STEPS TO
OVERCOME IT, OR MOVE ON TO THE NEXT
PROSPECT, INSTEAD OF WASTING TIME
Therefore, anticipate and forestall objections
BASIC METHODS OF HANDLING OBJECTIONS
Direct denial
 Indirect denial
 Boomerang
 Compensation
 Question
 Pass up
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