Sales Plan Presentation
Suitable question enhance the value of presentation. We have to Handle the objection skillfully, and can also convent them into something Non – serious by putting them in perspective. A prospect perceives what he Wants to perceive. It is called selective perception. He filters out the sentences he does not like. It is, therefore, necessary to tune our communication to what his preference are. A sales talk should not be boring.
A salesman has to be careful about his diction. His presentation should be lively. Freshness of approach is the most important thing. It does not call for esoteric worlds. It calls for striking expression. It is good to shake people out of their known position by making striking revelation. We cannot take our listener for granted.
Even an appreciative listener may be having several thoughts rushing across his mind while he is pretending appreciation. Such people can be brought out of their stupor by using language skillfully. A salesman has to update his vocabulary every now and then and replace the old, worn – out worlds by fresh, crisp words. It is also necessary to master the jargon of the profession of your prospect. In simple Words It calls for some effort on the part of the salesman. But it pays handsomely when you start talking the language that the prospect is familiar with.
There has to be a time – limit on presentation. We hardly get less than a quarter of an hour to put our message across. We have to practice our communication package accordingly. If we drag it beyond 15-17 minutes, prospects start losing interest. It is, therefore, necessary to use the time available most effectively by talking the help of visual aids, brochures, models, endorsements and testimonials, video, etc.
Methods of Sales Plan Presentation
- Visual aids: visual aids facilitate communication by allowing conveying more information in less time. Besides, visual aid provides us an opportunity to sit in front of the prospect. It is necessary to know all the visuals completely. We have to make point, look at the visual to substantiate it, and again look back at the prospect. It is also necessary to keep only the visuals of the product being promoted. Preferably, visuals of different products should be separately bound.
- Proof letters : satisfied clients may send us their appreciation about our product. These convince our prospects much more than anything would rather phone us up to express their satisfaction. We may then put what they have expressed on phone in writing, and request them to sign these after having them typed.
- Printed literature: brochures, folders, catalogs are used just like visual aids. It is necessary to maintain eye-contact with the client but direct his gaze to the brochure after a point has been made.
- Models: costly industrial equipment’s are sold on the basis of models. An interest in model is a reflection of an interest in the real product. A model involves the buyer mentally and physically with the product.
- Video Equipment: it is necessary to carry fault-free equipment with all accessories. Prior permission of the household is necessary. It helps to observe the facial expression of the prospects. All this should be done if the prospect volunteers to set.