Building a Sales Presentation

1. What do you want to sell? You must know what it is you wish to sell before you can PREPARE how to sell it.

2. Make a List actual or mental of all the advantages and disadvantages.

3. Do any of the advantages answer any disadvantages? If so, you have already overcome some objections.

4. Find answers to all disadvantages Seek your own solutions first.

5. Where real problems exist take any of 3 steps:-

a. Minimise the problem OR
b. Avoid all discussion of it OR
c. Change your plan and seek advice

6. List advantages (Benefits) in order of importance.

7. Build your presentation based on Interest and Desire. Use your advantages but anticipate likely objections (disadvantages).

8. Keep it interesting but brief and to the point.

9. You now have a basic sales presentation.

NOW MAKE IT PERSONAL

10. Is it relevant to the particular buyer?

11. Have you taken into account that particular buyers likely reaction?

12. What volume should you go for?

13. Have you used historical records to help you? (not hinder you)

14. Have you now got good reasons for why he should buy that amount?

15. Can you justify them?

16. Now is the time to think about your method of Introduction - "The attention getter".

17. Are visuals recquired? Samples? Special flyers?

FINAL CHECK

18. Do a quick run through of your sales presentation and refine where necessary.

19. Are you convinced? Did it sound good?

20. Run through it one more time just before you go into seeing the buyer.

POST CALL ANALYSIS

21. How did it go?

22. Can you use it again?

23. Do you need to do further work on it?

24. Any objections you couldn't handle?

ALWAYS REMEMBER

a. The Buyer will only buy if you have given him enough good reasons to buy.
b. They must be convincing reasons and answer his needs.
c. The Buyer will only buy the amount you want if he can see justification to do.