How important in the sales process is the actual presentation

Quote:

Originally Posted by dodobird

Hello,
I think I agree most with Paul. (Great Comment Paul),

I think it is imperitive that all staff have their own personalised presentation or if it is a "canned" presentation the freedom to put their own personality in it.

Cheers.

William - Creating a presentation based on your own personality shoud come as a normal thing to anyone in sales. Delivery of any topic in sales should be done using a personal touch. Does anyone else agree with this?

CHeers.

I agree with you Houston.

Quote:

Originally Posted by Snowboy

William - Creating a presentation based on your own personality shoud come as a normal thing to anyone in sales. Delivery of any topic in sales should be done using a personal touch. Does anyone else agree with this?

CHeers.

Nicely Said Snowboy

"It is far more important to develop personal relationships of mutual trust and respect. The latter is a sales activity, which is a one-to-one communication."

I believe my customers and I regard the relationship between us as the most important thing and it's probably what gets me the most sales. Some customers are busy and don't have or take time to develop a relationship with me. These customers don't order regularly either.

Quote:

Originally Posted by gpeterman

Some of my colleagues at work feel they need additional sales training on how to present our company. They actually think that to have each of us give our 20 minute presentation will be beneficial to each of us.

I feel that the presentation is the culmination of all the other steps of the sales process that got you to the presentation point and while the presentation itself is important, all the other steps prior to the presentation are far more important. If you dont know your audience, understand their pains and have built rapport, you are just throwing a dart and hoping for a bullseye regardless of how well refined your actual presentation is.

Anyone have any feedback on this?

Try selling without a presentation.

Quote:

Originally Posted by Wonderboy

Try selling without a presentation.

What is a "presentation" to you?

Quote:

Originally Posted by Houston

What is a "presentation" to you?

Bare minimum: a greeting or introduction, interviewing the prospect and the offer. If you work in an industry where you do billing or troubleshooting, then take care of that first before doing an interview to gather information (of course the offer would give details on the product or service while the interview would tell you whether an opportunity exists to make a sale - if you have access to a customer's account, you should review that first).

Every salesperson presents. Whether that presentation is a formal presentation, wrapped up in a questioning process, mailed as a flier or brochure, or done with hand signals, everyone presents somehow, someway. It's communicating information the prospect needs or wants to know.

Question based selling is just as much presenting as a traditional presentation, just a different package.

The question isn't what's the newest, neatest process, or the wow-est new concept, or the most popular at the moment. It's what do you do well and how you can you do that when you're selling. For some, it's a formal presentation. For others, it's question based. For another, it may be another process.

Everyone is different--that's why there are so many different processes. They all work, some better than others--for the right people. All you have to do is find the process that works for you and then do it as often as possible.

Way back when I entered the big, wide, world of selling the only training I got being told to go gettum tiger!

After a couple of years of bouncing off walls and not finding any reasonable success I took the Dale Carnegie Sales Course. In those days they focused on the acronym AICDC if I remember correctly.

A =Attention
I = Interest
C= Conviction
D= Desire
C= Close

From this formula I was able to create a presentation that could be easily adjusted for about any new circumstance. It also let my mind relax so I could listen more intently to my customer.

Has anyone else used this formula?

Chuck

Quote:

Originally Posted by Sales Pro 1000

Way back when I entered the big, wide, world of selling the only training I got being told to go gettum tiger!

After a couple of years of bouncing off walls and not finding any reasonable success I took the Dale Carnegie Sales Course. In those days they focused on the acronym AICDC if I remember correctly.

A =Attention
I = Interest
C= Conviction
D= Desire
C= Close

From this formula I was able to create a presentation that could be easily adjusted for about any new circumstance. It also let my mind relax so I could listen more intently to my customer.

Has anyone else used this formula?

You got it right except for the order, which is, AIDCA. It was first identified as the "Five Step Buying Decision Model." Later, salespeople used it as a way to manipulate prospects mind through the buying process.

I learned that formula in 1953 when I majored in Industrial Sales at what is now New York Technical University. The concept originated in the 1930s. It was tested and verified by a large group of psychologist in the late 1940s. Then, it was used as the foundation of the "Scientific Selling" movement of the 1950s, which was the precursor to "Consultative Selling." All of those concepts are derivations, of the now obsolete “Needs Selling” paradigm.

In the new “Wants Selling” paradigm, you only spend time with prospects that already have the Attention, Interest and Desire. Then, your sales focus is strictly on Conviction and Action.

How important in the sales process is the actual presentation

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