Slides from the Power Series Sales Presentations Business Breakfast

1. Power Sales
Presentations
by Richard Mulvey &
Douglas Kruger

2. Power Prospecting - February
Exceptional Customer Service - March
The Power Close - April
Future Rep - May
Powerful Sales Presentations - June
Selling at your Higher Price - July
Power Sales Motivation - August
Telephone Selling - September
Power Selling – Face to Face - October
Power Negotiation - November
The Power Series

3. The History
of Selling

4. The Hunter
Selling Products

5. Selling Solutions
The Farmer

6. The Future of Selling
Focus on the
Business

7. The Future of Selling
New Prospecting
Research - Research - Research
Becoming a Colleague
Working with the Clients Solutions
Regular long Distance Contact
Becoming part of their Team
Becoming Part of their Business Profitability

8. The Future of Selling
New Prospecting
Research - Research - Research
Becoming a Colleague
Working with the Clients Solutions
Regular long Distance Contact
Becoming part of their Team
Becoming Part of their Business Profitability
The Chef

9. Prospecting
Cold Calling
Advertising
Referrals
Walk Ins / Phone Ins
Networking

10. New Prospecting
Hot Calling
Branding Yourself the Expert
Targeted Referrals
Internet Marketing
Click Ins
Social Networking

11. Good Morning Sir, Please sit and wait for Mr Smith
Good Morning Sir, are you here for Mr Smith?
Morning John, Mr Smith said go right through
Hi John, You know where to go
Hi John, How was your weekend?
Do you Pass
The Reception Test?

12. Sales Presentations
Preparation
Delivery

13. Specifications
Price
Delivery
Terms and Conditions
Price is good for 30 Days
Quotations
Sales Presentations

14. The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
Detailed Executive Summary
Proposals
Sales Presentations

15. Personalize the Proposal
Use the Power of the Font Size
Use Good Quality Paper / Card
Focus on the end result
Use “WE” to include the prospect
Sales Presentations
Proposals

16. Give them 3 Options (Priced in Descending
Order)
Run the “Draft” Past your Key supporter
in advance
Have a partially completed Contract Ready
Close with a “Call to Action”
Sales Presentations
Proposals

17. Why Present your
Proposal?
“If you want to Win - Take it in”
Skype
Go to Meeting

18. The Decision
Maker!
Who should we present
the Proposal to?

19. When should we
present?

20. All Good Presentations Have
Beginning
Middle
End
Tell them what you’re
going to tell them
Tell them
Tell them what you
told them
Preparation

21. Decline of attention during a presentation
Strongest
Weakest
1
2
3
4
5

22. The focus of any
presentation
must be on the audience
Preparation

23. Keep it Short and Simple
K I S S
Preparation

24. "It has to be said at this moment in time
that I will, under no circumstances, be
able to make any meaningful contribution
to the ongoing discussion without due
consideration of the impact my disclosure
may, or may not have on the voting
public"
“No Comment!”
Preparation

25. Winston Churchill
We shall not flag or fail
We shall go on till the end
We shall fight in France
We shall fight on the seas and on the oceans
We shall fight with growing confidence and
! growing strength in the air
We shall defend our island whatever the cost may be
We shall fight on the beaches
We shall fight on the landing grounds
We shall fight in the fields and in the streets
We shall fight in the hills
We shall never surrender

26. Tell Stories
Paint Pictures
Preparation

27. Delivery
90% of the impression you
create when presenting is
made in the first 30 seconds
Be Convincing

28. Sales
Presentations
Makeing your point
witout PowerPoint
by Douglas Kruger

29. Keep it Short and Simple
K I S S
Preparation

30. "It has to be said at this moment in time
that I will, under no circumstances, be
able to make any meaningful contribution
to the ongoing discussion without due
consideration of the impact my disclosure
may, or may not have on the voting
public"
“No Comment!”
Preparation

31. Keep them simple
Make sure they are easy to read
A picture can say a thousand words
Visual Aids
Delivery

34. Repeat the question back to them
using your own words.
Ask if anyone else in the audience
has an opinion.
Ask what the questioner thinks.
If you are not sure, promise to
get !back to them.
Question Time

35. The Close
Don’t forget to Close
Give them time to decide
Close with the Influencer
Keep Control of the Sale

36. Reduce the need to fear
Control the symptoms
Use what's left
Stage Fright

37. Impromptu
Speaking

38. Questions?

39. Summary
! Practice.. Practice.. Practice
Preparation
Delivery

40. Sales
Presentations
by Richard Mulvey &
Douglas Kruger
www.powerseries.co.za