Presenting Benefits

By | October 2, 2018

It is not  enough to bore customers by a standard monologue, they can read your regular sales patter for themselves on your website. Competitive selling requires presentations to be tailored to a customer’s needs and situation.

Overview
In today’s competitive environment, the quality of the selling and sales strategies is often more important than the quality of the product/service. The way in which we discuss our products/ services/propositions is not just a matter of ‘technical excellence.’ Careless words cost sales. Careful words make sales. We must also pay heed to the individual’s vested interests and the emotion present.

This practical and intensive course builds on the presentations skills learnt and ensures the right skills.

Who Should Attend
All new and experienced salespeople who have learnt advanced questions.

Duration
1 Day

Presentation Skills (Presenting Benefits) – Course Objectives

Participants will learn:

    • the parameters of an effective face-to-face presentation
    • how to time their presentation and avoid common errors
    • how to ensure a seamless presentation of benefits in a way that makes the other person want to go ahead
    • how to minimise the risk of objections
    • how to develop their versatility skills, polish their presentation and use visual aids for maximum effect
    • how to meet the needs of the individual as well as the organisation

Presentation Skills (Presenting Benefits) – Course Outline

Why & When Presentation Benefits
The position of the presentation in the sales process
Avoiding untimely presentations
The timing/flow of the presentation
What you cannot present
How to avoid common errors

Presenting Benefits
How to open the presentation
The ‘Need-Feature-Advantage-Benefit-Confirm’ Sequence
Identifying benefits for organisation
Ensuring attention and understanding
Avoiding solutions appearing ‘expensive’
The ‘Trial Close’
How to avoid common errors

Advanced Skills
Polishing the presentation
Recognising and handling ‘Buying Signals’
Recognising and controlling the flow
Using Visual Aids
Understanding the personal needs of the other person
Matching the ‘personal’ needs of the other person

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