Home > Presentation > Sales Presentation Training

Sales Presentation Training

Given the choice, what would you like to see covered in sales presentation training? - by Community Mailbox
Maybe this answer is too simplistic but I think the most important thing to teach someone about giving a sales presentation is for them to know what the objective of the presentation is. Is it to make the sale? Is it to get in front of the actual decision-maker? etc. - by DaveB
I'd like to more regarding the psychology of sales. I recently listened to a Hopkins CD wherein the speaker suggested not using certain terms in favour of others.

For example, not "buy" or "sell", but rather "own".
And not "pay" or "payments" or "cost", but rather (where appropriate) "investment".

I wouldn't have given inherent thought to the importance of the psychological impact of words, but now I'm rethinking my entire presentation.

I'd like more on the psychology of selling, and how to capitalize when we perceive a positive shift in the clients mentality. - by mikearama
The main point about a sales presentation is that it should have an equal-and-opposite twin....namely the qualification.

Match or marry the 'presentation' to the 'qualification' (you do do a qualification always...don't you?) and it is just like knocking down skittles one at a time.....and it is also a very beautiful thing to behold. - by helisell
Good Point, but how do you qualify a person based on appearance? you don't you have to uncover information about them first. So, I think a good start would be expert advice on how to approach a person your opening remarks before you get into asking them questions that leave you and your prospect still feeling comfortable. - by ronniebryan
I'm happy to give expert advice on that subject.
If you give me an example of a product and a situation I'll show you how it's done. - by helisell
Alright, let us say your marketing an energy drink. one of your friends mentions they like taking Rockstar (real life example) so, you ask him what he enjoys about Rockstar. He mentions taste and price as benefits he enjoys . I am thinking the next questions you would ask is what does it taste like? and how much does it cost? so then he tells you.
Now your energy drink cost $49.99 and is a powder that has to be mixed with a liquid.
Rockstar has an orange flavor, is only $7.99 and does not have to be mixed. Are you going to back out of the sale at this point? or how would you uncover more facts? - by ronniebryan
OK well let's just get the context right first.

Am I just chatting to the friend?

Or am I really attempting to sell the new drink to him as an actual customer?

Are there such things as retail drinks salespeople?? or am I more likely to be selling the drink to a wholesaler or retailer?

I want to answer your question as best I can but I would need to
clarify the background first......then I'll give it a real shot for you. - by helisell
My two cents.

Having read the gentleman's profile and blog, I would gather that the "marketing" of the drink lies in the realm of network marketing (MLM). If that's the case, and he has thus far positioned himself solely into a this drink vs. that drink situation, it seems he is competing on the wrong Ground. - by Gary A Boye
Ah....now it makes sense.

I should've checked....but I'm still willing to give it a go.

I would only be able to do this if........the more expensive product has some genuine over-riding benefit over the cheaper drink.

If it hasn't then I don't think I would be very comfortable selling it to 'anybody'

If it does have some big advantage.....and if Ronnie can let me know what that is....I would still be happy to give it a go. - by helisell
OK well let's just get the context right first.

Am I just chatting to the friend?

Or am I really attempting to sell the new drink to him as an actual customer?

Are there such things as retail drinks salespeople?? or am I more likely to be selling the drink to a wholesaler or retailer?

I want to answer your question as best I can but I would need to
clarify the background first......then I'll give it a real shot for you.

Thank You Gentlemen, and I appreciate all replies so, I will address the two cents later , but for now we will get into the background .

Am I just chatting to the friend? No, this is not just casual conversation this friend was interested in a better product if you knew one that existed. He needed something that could keep him awake without giving him a headache.