Learning Objectives
                        Learning Objectives
             After reading this chapter, you should understand
                                  •  Alternative sales presentation strategies. 
                                  •  Guidelines for effective sales presentations and 
                                     demonstrations to organizational prospects.
                                  •  Preparation of written sales presentations.
                                  •  Sales presentation strategies for different 
                                     prospect categories.
                                  •  Use of adaptive and canned sales presentations.
                                  •  Sales presentations to prospect groups.
                                  •  How to make a sales presentation memorable.
     Royalty-Free, Digital Vision/Getty Images
  Copyright © Houghton Mifflin Company. All rights reserved.                    Chapter 6 | Slide 2
       Success Factors for Professional 
       Success Factors for Professional 
                                   Salespeople
                                    Salespeople
    • The top ten success factors in selling:
    •   Listening skills
    •   Follow-up skills
    •   Ability to adapt sales style from situation to situation
    •   Tenacity – sticking to the task
    •   Organizational skills
    •   Verbal communication skills
    •   Proficiency in interacting with people at all levels within an organization
    •   Demonstrated ability to overcome objections 
    •   Closing skills
    •   Personal planning and time management skills
              The First Sales Call and the 
              The First Sales Call and the 
                       Sales Presentation
                       Sales Presentation
   •  Successful salespeople think of the sales presentation and 
      demonstration as the pivotal exchange between seller and 
      buyer in the sequence of exchanges that make up the 
      selling process
   •  The approach emphasized in this text is the consultative 
      problem-solving strategy
  Copyright © Houghton Mifflin Company. All rights reserved.            Chapter 6 | Slide 4
                 The Strategic/Consultative
                 The Strategic/Consultative
                              Selling Model
                              Selling Model
    Evolved in response to:
    •
      Increased competition 
    •
      More complex 
    products
    •
      More emphasis on 
    customer needs
    •
      Long-term 
    relationships
                                                                    © 2015 by Pearson Education
                                                 2. Identifying the 
                                                 2. Identifying the 
                    Prospect’s Problems and Needs
                    Prospect’s Problems and Needs
                                                                              •     Using a consultative, 
                                                                                    problem-solving approach, 
                                                                                    the professional salesperson 
                                                                                    tries to uncover the prospect’s 
                                                                                    perceived problems and 
                                                                                    needs through skillful 
                                                                                    questioning and careful 
        Royalty-Free, Digital Vision/Getty Images                                   listening.
   Copyright © Houghton Mifflin Company. All rights reserved.                                                                                   Chapter 6 | Slide 6