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Sales Demonstrations and Sales Presentations: How to Plan, Conduct, and Close them --- Successfully!Sales demonstrations and sales presentations --- What if there were one concise guidebook to take you step by step through every phase in the process of setting up and conducting sales demonstrations, sales presentations, and other kinds of "sales proof sources"? What if you could tap the kind of training given to sales people at the “sales universities” within some of America’s top marketing firms? What if that concise guidebook also gave you a “mental roadmap” for reading the subtle, unconscious signals sent by the decision makers and "decision influencers" who attend your sales demonstrations and presentations? Further,what if that guidebook also gave you practical guidance on the non-verbal signals you want to send . . . and to keep from sending in your sales presentations and demonstrations and other sales meetings? Finally, what if you can order that practical, to-the-point guidebook on Sales Demonstrations and Presentations right here, and begin using it within moments . . . at a special one-time-only introductory price?  Selling Skills Step by Step: SALES DEMONSTRATIONS and PRESENTATIONSE-book, 50 pages, illustrated Ready for immediate on-line delivery NOW at introductory price: $14.95 SALES DEMONSTRATIONS and PRESENTATIONS, About the author: Sales Training Tutorials and the other books in the Selling Skills Step by Step series flowed from my work as a management consultant and my work in developing sales training and sales management training for top marketing organizations including Kodak, Xerox operating companies in the United States, Canada, and Europe, Kodak, Motorola, Sylvania, Bank of American (yes, even bankers need to learn how to market their products and services!), and others.Michael McGaulley SALES PRESENTATIONS and SALES DEMONSTRATIONS-- Part One: EARLY PREPARATIONS ■ The crucial “must-do” before you invest any time in preparing to conduct a sales presentation or demonstration, or to invest time and effort in any other kind of proof source — including offering free trials or free samples. ■ Why and how to begin working out what both you and the prospect expect from this early: why it’s very smart to ask the Prospect to “invest” before you invest your time and effort. ■ "Decision influencers" are people who may not make the decisions, but they are key allies. How and when to work with them early-on. ■ Checklists on setting up the logistics of the presentation or demonstration. ■ Form follows function: a sales demonstration, presentation, or trial offer is a PROOF source, so what you cover and you key messages flow from what exactly needs to be proven in order to close the sale. The Prospect’s role in shaping the plan. ■ Mental strategies in preparing --- not just what you'll say, but where you'll stand, where you'll position the Prospect, how you'll get the Prospect's team actively involved in the meeting. ■ Preparing key visual aids, handouts, and other paperwork. ■ In Section A we cover essential preliminaries to be handled on the day of the presentation/demonstration. ■ Section B guides your sales presentation or demonstration through the six key phases. These include early confirmations of purpose, conducting the body of the session, handling questions and objections, and closing for action. ■ As the old saying puts it, “Words alone are not enough.” The words you say, and the Prospect’s words — questions and objections — that you respond to are, of course, crucial. ■ But research indicates that only about 7% of the messages transmitted during fact-to-face communication are carried by the words that are said. Let me underline that: the words alone total only 7% of the whole communication ■ Which means that 93% of the messages back and forth during presentations and demonstrations are conveyed non-verbally . . . via indicators such as posture, hand gestures, movements, voice tone, eye focus and facial expressions, even how people choose to sit or stand, or how they sit in the chair and then draw back or move forward. ■ In the first section of this part of the book, the focus is on how to shape and discipline the subtle and non-verbal messages that you as the sales person sends TO the prospect and others. ■ The second section of this part focuses on interpreting and responding to the clues and messages coming FROM the Prospect and other decision influencers sitting in on the demonstration. ■ Some of these are signs of interest, some are signals of readiness to buy. Some may be warning signs that the Prospect is tuning out. We examine what these signals mean, as well as how to react to them in order to keep the selling momentum going forward. Selling Skills Step by Step: SALES DEMONSTRATIONS and SALES PRESENTATIONS As soon as you place your secured order via PayPal, you are automatically taken to a page where you can download the book. It's easy and fast. Order via Pay-Pal for instant delivery at special introductory price, $14.95: In case you have never ordered an e-book online before, here’s what happens when you click the PayPal buy now button: You will be taken to a secure order form where you can pay via PayPal. Upon completion of payment, you are directed to a secure download page where you can download this book. If this does not happen automatically, just click the orange button that says “Complete your purchase”. You will also receive an e-mail with the download link. If anything goes wrong, or if you have any trouble of any sort, please contact me using the contact link on the How-to-Sell-Your-Better-Mousetrap. com web-page, and I will arrange for you to get the book, ASAP. I am confident that this e-book will be a huge help to you in your sales career, but if you are not completely satisfied then I will immediately refund the price you paid. Your satisfaction is totally guaranteed. If at any time within a year after buying the book you decide that the book is not what you expected, then please e-mail me, and I will return your money immediately, no questions asked. |