Professional Documents
Culture Documents
AND
PRESENTATION SKILLS
PROSPECTING
Understanding the Market and it's
Segmentation
Keeping the prospect pipeline always
sufficiently full
Maintaining" Habits that enrich your
pipeline
Create a gold mine that you can tap into
everyday
Communication
8 Seconds
Opening
Introduction
Pleasantry
Hook
Name
Ending Question
(Get a favorable
Presentation.
A very general principle of any presentation
is having
( EFFECTIVE) OPENING
( INTERESTING) BODY
(ATTRACTIVE )CLOSING
The Opening.
Get attention
Startle the listener with
an arresting statement
Arouse curiosity
While Presenting
Follow the structure
Get to the main point early
Involve the listener /audience
Use appropriate presentation aid
Practice!
Practice!
Practice!
Reduce fright by
Preparation & rehearsing 75%
Deep breathing
12%
Mind Control
10%
Because ..
people dont buy products,
they buy the person selling it.
Probing
Sales Presentation
Objection Handling
Closing the Sale
Follow up
Be
FAB Principle
The focus should not be to explain the
FEATURES of the product to the
customer.
Rather the agent should tell the customer ,
how these features translate into an
ADVANTAGE and what BENEFIT would
the advantage bring to the customer ( in
his specific situation).
Objections
Objection could be a
Hidden Request
Objections
I dont think this is value for money
Im trying to reduce expenses, so I am not purchasing
now
Im going to ask other salesmen and see whats
available
Hidden Request
Prove that its value for money
Convince me that your product is something which is
necessary for me to buy
You havent sold me. Keep Selling me
What to do
Test the Objection If we could do that, would you
be prepared to go ahead If there is a way, we can
remove this little hurdle, would you have anything
else / any other issue. Would you go for sale?
Can you think of anything else apart from this issue
which is preventing you from buying our policy
Why /
In addition to
Challenge the Objection
Situational Fluency +Knowledge is Important
VENDOR
CONSULTANT
Supplies
PRODUCTS
Offers a DISCOUNT
Tries to close the
sale
Supplies Benefits
Offers Return on
Investment
Allows the
customer to close
sale
SELLING the
PRODUCTS
STOP
AND SERVICES AND START
SELLING THE FINANCIAL
IMPACT THEY CAN MAKE.
No