Sales Presentation Techniques

As you climb the corporate ladder you’ll need to perform more presentations.

So whether you’re selling a product or a service to your clients or if you’re selling an idea to the board you’ll need to know exactly how to influence and sell your wares in the right way.

This textbook will focus on the key skills and techniques that you need to perform high impact presentations.

Preface

1. Introduction
1.1 What Makes a Presentation?
1.2 Understanding the Sales Process
1.3 Skills that Effective Sales Presentations Require
1.4 Written Sales Presentations
1.5 Telephone Sales Presentation Techniques
1.6 Face-to-Face Sales Presentations

2. Understanding the Sales Process
2.1 Introduction
2.2 The Changing Face of Sales Presentations

3. Skills that Effective Sales Presentations Require
3.1 Introduction
3.2 Research and Interviewing Skills
3.3 Listening Skills
3.4 Effective Communication Skills
3.5 Solutions to Problems
3.6 Organization Skills
3.7 Interpersonal Skills
3.8 Self-Motivation Skills
3.9 Perseverance

4. Basic Sales Presentation Techniques
4.1 Introduction
4.2 The Five Second Rule
4.3 The Language You Choose
4.4 Use the Information Available Online
4.5 Getting Past the Gatekeeper
4.6 Sales Presentation Structure
4.6.1 Attention
4.6.2 Interest
4.6.3 Desire
4.6.4 Action
4.7 Sales Presentation Media
4.7.1 Interactive Whiteboards
4.7.2 Video Conferencing
4.7.3 Shared Workspaces

5. Written Sales Presentations
5.1 Introduction
5.2 Structure Tips
5.3 Headline
5.4 Credibility and Relevance Statements
5.5 How and Why Statement
5.6 Action or Follow-Up Statement
5.7 Sign-Off
5.8 P.S.
5.9 Other Tips for Written Presentations
5.10 Special Considerations for Email Presentations

6. Telephone Sales Presentation Techniques
6.1 Introduction
6.2 Preparation
6.3 Introduction
6.4 Questioning
6.5 Objectivity
6.6 Listen and Interpret
6.7 Inform and Educate
6.8 Involve and Coordinate
6.9 Keep Ownership

7. Face-to-Face Sales Presentations
7.1 Introduction
7.2 Know Your Timeframe
7.3 Create a Sales Presentation Checklist
7.4 Edit, Edit, Edit
7.5 Your Behavior
7.6 The Presentation Process
7.7 Presentation Killers

8. Resources

Website:
www.m-t-d.co.uk