Sales Tips and Articles
Building a Sales Presentation
What do you want to sell? You must know what it is
you wish to sell before you can PREPARE how to
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
4. Find answers to all disadvantages Seek your own
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
7. Build your presentation based on Interest and
Desire. Use your advantages but anticipate likely
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
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?
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
c. The Buyer will only buy the amount you want if
he can see justification to do.
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