【2018年整理】KillerPresentations.pptVIP

Killer Presentations Presenting Your objectives in this step of selling are: To create a differential competitive advantage for your product with an overwhelming weight of evidence. To create value for your product To build desire for your proposal To establish conviction that your proposal is the best one To get a commitment Next steps A meeting with appropriate decision makers To move the sale forward – up the Sales Ladder CUSTOMER PROSPECT Attention Interest Desire Conviction Action Satisfaction Repurchase The Sales Ladder Steps of Selling Repurchase Servicing Negotiating and Closing Presenting Generating Solutions Identifying Problems Prospecting Rackman Implementation Resolution of Concerns Evaluation of Alternatives Recognition Of Needs Advertising Repurchase Sources: Gerald L. Manning and Barry L. Reece. 1990. Selling Today: A Personal Approach. Boston: Allyn and Bacon; Neil Rackham. 1989. Major Account Selling Strategies. New York: McGraw Hill. Repurchase Reinforce and Remind Adoption Induce Trial Communicate Information Create Awareness PROSPECT CUSTOMER Killer Presentations Killer presentations are designed to move prospects up the Sales Ladder. They make tangible your primary sales objective – to get results for your customers. They make tangible of your primary sales strategy – to sell solutions to your customers’ problems. They are the record of your promise to your customers. Killer Presentations The best way “to create a differential competitive advantage for your product with an overwhelming weight of evidence” is to demonstrate how your proposal solves your customers’ problems. The best way “to create value for your product” is to demonstrate how your solutions benefit your customers. Killer Presentations Before you create a presentation, you must define the objectives of the presentation. Create value for your company (a GP, e.g.) Never an “introduction,” which is just a list of features. “We’re number one” never sold anyt