developing a presentation strategy

prepare for the presentation of the product(any product) sold by your company to your prospect.

1. Pick the product you are selling and the company that you represent.

2. Describe who is participating in the sales call from your company.

Is it one person (you) or is it a team? Justify your selection.

3. Identify your prospect (by naming the person and company) that you are selling to.

4. Describe who is participating in the sales call from your prospect's company. Is it one person (named above) or is it a group? Justify your selection.

5. Prepare for the sales presentation.

a. List presentation objectives.

b. Describe ways to achieve good social contact (relationship strategy).

c. Describe methods to achieve good business contact (business contact worksheet).

6. Discover Customer Needs

a. List questions that will determine the prospect's needs (need discovery worksheet).

b. Identify the appropriate need-satisfaction presentation strategy (informative, persuasive, or reminder).

7. Prepare for the sales demonstration

a. List features/benefits you will demonstrate.

b. List selling tools you will use (demonstration worksheet )