Sales Presentation structure

Should sales presentations follow some common order or structure besides just feature-benefits?

Originally Posted by Mikey Should sales presentations follow some common order or structure besides just feature-benefits?

Good question--one I'm sure that will get some varying responses.

A sales presentation, if you mean the process itself, requires:

1. A discussion of customer qualifications,
2. A discussion of customer needs,
3. A discussion of product value,
4. A discussion of your proposal,
5. And a discussion of finalizing the sale.

IMO, the word, "needs", as used here, encompasses wants and desires. It is the qualifying that determines the "needs". They, in turn, determine the value of the product. The value determines your proposal. The underlying principle here is that you will win sales if the prospect knows that they are getting more than they give. The reverse is also true. You will lose the sale if the prospects feel that they are giving more than they get.

The above represents a standard approach--or as you say--"common". But it will be your creativity in implementing that process which determines the outcome.

Originally Posted by Mikey Should sales presentations follow some common order or structure besides just feature-benefits?

Here is the sequence that I learned:

1. Background: Let the audience know about you, your background, etc.
2. Overview: Tell them what you're going to tell them.
3. Problem/need: Explain why their is a problem/need.
4. Idea/solution: Present your idea/solution to the problem/need.
5. Evidence: Show how your idea/solution will solve the problem/need.
6. Benefits: Show what's in it for the audience to adopt your idea/solution.
7. Action: Instruct the audience what to do next.
8. Summary: Recap what you covered.

Great information guys. Thank you very much.