The Salesperson’s Curse
“You know your product better than you know how your
client’s business can use it.”
The Purpose of the
Presentation
Provide
knowledge via
o
To sell your product to your customer.
o
Main Goal
Features
o Product
Advantages
o Marketing plan
Benefits of
o Business proposal.
your
Allow buyer to develop positive personal attitudes
toward your product.
Attitudes result in desire (or need).
Convert need into want and into the belief that your
product can fulfill a certain need.
o
o
o
Other Goals
o
Convince the
buyer that
o
o
o
your product is best
you are the best source from which to buy.
Fully Discuss Your Product
Features
Advantages
Benefits
Three
Essential
Steps Within
The
Presentation
Present Your Marketing Plan.
Explain Your Business Proposition (value/cost
comparison).
o Don't worry about making the perfect presentation.
o It's more important that you truly believe in your
product.
Sellers typically presents 6-8 features or benefits in a
presentation
o Prospect remembers only one
o 39% of the prospects remember that one thing
incorrectly
o
Facts About
Presentations