Style of the Presentation
Memorized Presentation
Advantages
Quick Productivity
Reliable Information
Proved Effectiveness
Confidence Building
Designed by Experts
Beneficial during initial learning periods
Ensures the right information gets to the prospect
Presentations are typically tested and refined
Knowing the presentation works for other
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Buyer or seller
should still be able to
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Ask and answer questions
Explore options
Seek creative solutions
Practice it
Polish the delivery until it becomes natural.
Internalize to the point that it is a normal, personal message.
Once memorized, it comes from your heart and mind.
The memorized presentation is a guide to lead buyer and seller through
the sales process.
The Outline Presentation
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Seller prepares an outline of the
presentation in written form.
Useful when the product or service
requires extensive research into
customer needs
You must have developed several
"units of conviction" worksheets
The call is still structured
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Any written outline or plan
Reveals need for any additional
information,
Makes it possible to check
needs and goals against
suggested solutions,
Makes sure that you have a clear
picture of the entire situation
before arriving for the interview.
The Extemporaneous Presentation
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Only recommended for the
most experienced sellers
Takes a tremendous amount of
a. Product knowledge
b. Selling skills and experience