Use of Sales Aids
The Organizer
A series of visuals that go step by step through the sales process.
(eg A flip chart)
Company
prepared
organizers
Supplements
that you should
add
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Built around benefits
Fosters 2 way communication
Leads to the close
Gets the whole story out in less time
Keeps the presentation on track
Personal letters of reference
Business cards of clients
Pictures of clients using the product
Pictures of finished installations
Other Audiovisual Aids
The most
popular
Audiovisual Aids
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o
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Guidelines for
Using Visual
Aids, Dramatics,
Demonstrations.
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Computers
Videos
Slides
Presentation software use is growing
Rehearse them!
Customize them to fit each individual
customer.
Make them simple, clear, and straight
forward.
Control the demonstration.
Make the demonstration true to life.
Encourage prospect participation.
Incorporate trial closes (nail downs)
after showing or demonstrating a major
feature, advantage, or benefit in order to
determine if it is believed or important to
the prospect.