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Presentation
The third stage of the sales process is presentation. This is when the seller tells the prospective buyer about the product's merits.
To achieve success at this stage, a seller needs to know the product and the customer. The more information a seller has on each, the better the presentation will be.
The presentation stage can range from informal sales calls to very formal sales presentations made before representatives of the buying organization.
Presentation Skills
Salespeople can study and practice presentation skills. The presentation itself needs to be informative and demonstrative of the skill and intelligence of the seller.
Above all, the presentation needs to convey the seller's passion for the product.
When giving a presentation, a salesperson should be enthusiastic, brief, and sincere.
Example - Presentation
Here's an example featuring a saleswoman preparing for a presentation. The company she works for produces exercise equipment. She arranges to borrow one of the workout machines she is selling, and familiarizes herself with all aspects of the machine.
She then visits many of the gyms owned by the potential buyers to see if they have a similar machine. During the presentation, she demonstrates the machine and impresses the buyers with her knowledge of their industry.
Exercise - Sales Process Stages
Now, can you match the stages in the sales process to the examples representing them?
These are the stages:
A - Finding potential buyers.
B - Qualifying.
C - Presentation.
And here we have the examples:
1 - A printer salesperson buys a leads list.
2 - A salesperson realizes that the potential buyer can't authorize a purchase.
3 - A seller working for a property consultancy firm practices a sales pitch in front of colleagues.
Let’s see the answers together: (...)
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