Sales Dialogue And Presentation planning _PPT.pptx

Sales dialogue And Presentation planning

1. Sales Dialogue and Presentation Planning Summary Presentation

2. Learning Objectives ✔ Demonstrate customer-focused sales dialogue ✔ Compose sales presentations/dialogues ✔ Create sales proposals ✔ Critique and present effectively ✔ Formulate customer value proposition ✔ Evaluate customer buying motives

3. Sales Dialogue A sale depends heavily on dialogue. Six critical skills: 1. Presence 2. Relating (rapport, acknowledgment, empathy) 3. Questioning 4. Listening 5. Positioning 6. Checking

4. Customer-Focused Selling ✔ Focus on customer’s needs, not just products. ✔ Discover customer objectives before presenting. ✔ Customize presentation to concerns. ✔ Build trust with two-way dialogue.

5. Organizing a Sales Dialogue ✔ Plan sales strategies based on customer info. ✔ Encourage feedback and create value. ✔ Use response-checks to maintain engagement. ✔ Adapt presentation to customer concerns.

6. Formats of Sales Communication 1. Canned Sales Presentation – memorized, structured, less flexible. 2. Written Sales Proposal – clear, persuasive, tailored. - Includes needs analysis, benefits, pricing, and call to action.

7. Writing Effective Proposals ✔ Focus on customer objectives. ✔ Deliver outcomes, not just deliverables. ✔ Keep it concise. ✔ Provide 3 options. ✔ Make it actionable (contract-ready).

8. Sales Dialogue Template Components: 1. Prospect information 2. Value proposition 3. Objectives 4. Buying motives & benefits 5. Competitive situation 6. Beginning dialogue 7. Initiating contact 8. Handling objections 9. Gaining commitment 10. Follow-up

9. Group Sales Presentation ✔ Common in B2B selling. ✔ Pre-sell to individuals if possible. ✔ Be well-prepared and manage group dynamics. ✔ Eye contact and communication skills are vital. ✔ Handle questions diplomatically.

10. Customer Value Proposition ✔ Clear statement of product’s value. ✔ Explains problem-solving, benefits, and uniqueness. ✔ Must be simple, specific, and realistic. ✔ Foundation of successful sales dialogue.

11. Buying Motives 1. Primary – basic needs (hunger, thirst, etc.) 2. Secondary – social influence (comfort, security). a. Emotional (love, curiosity, pride, fear) b. Rational (economy, durability, comfort) c. Patronage (service, loyalty, location, quality)