The Sales Presentation Mix

The Sales Presentation Mix

Different ways are used to sell various products – this defends on the sales presentation technique applied. However, only six classes of sales presentation components/elements are applied by a salesperson as a way of providing meaningful information to their respective prospects. These elements are known as sales presentation mix. The sales presentation mix is the collective components assembled by the salesperson to sell to customers and prospects. It is the role of the salesperson to determine how to emphasize each of the elements in their selling techniques (Futurell et al., 2012). The sales presentation mix includes participation, demonstration, persuasive communication, proof, visual aids, and dramatization.

Persuasive communication – smooth-talking is an excellent technique for a salesperson. It is important to consider using factors that ensure effective message communication. A better salesperson:

1. Uses questions
2. Keeps their message simple
3. Tends to be emphatic
4. Creates mutual trust
5. he/she is enthusiastic and uses positive attitude

Logical reasoning – the use of logic appeals to customer’s common sense. It persuades them to think about the sales proposition being made and make a comparison of the alternative solutions to their problems. It creates positive results when applied in the selling of heavy equipment, computers, and communication systems (Futurell et al., 2012). Logical reasoning encompasses a sales presentation that is construed around three main parts: a minor premise, a major premise, and a constructive conclusion. Here is an example of logical reasoning in the sales presentation:

1. major premise – all manufacturers of computers wish to increase efficiency, and thus offer the products at a low cost
2. minor premise – my product is the best in the market because it will increase the efficiency of your production and reduce the operation cost
3. conclusion – therefore, you should consider purchasing my product

Suggestion sales persuasion – suggestion can be used as an effective technique to persuade customers. Skillful use of suggestions can arouse interest, attention, conviction, desire, and action (Futurell et al., 2012). Types of suggestions used in the sales presentation include:

Suggestive propositions – used to imply that the customer should go ahead and buy the product or service, “I think you should consider purchasing the product now before the price goes up next week.”

Prestige suggestion – asks the customer to visualize using services and products that famous companies, people use.

Question 2: let your prospect drive the cart

In this case, the company’s purchasing agent should be given the DEC. it is noteworthy that the firm’s manufacturing firm is in a 250-acre area. If the salesperson chooses to drive the cart with the prospective buyer just riding along with them, the client would not be relatable to the benefits suggested by the salesperson. The prospective customer would only get the information about the product’s benefits, and they can get these from brochures or ads. However, the customer cannot individually experience the product’s benefits. On the other hand, if the salesperson is left with the prospective customer, they might not know all the product’s benefits and features (Futurell et al., 2012).

Additionally, the customer may be having many questions, and thus they cannot get the needed clarification. Therefore, it is recommendable for the salesperson to have the prospective customer drive the cart. When he/she is driving the cart, they will receive an extensive explanation about the various benefits and features of the products.

Reference

Futurell, C., & Valvasori, M. (2012). ABC’s of Relationship Selling through service. 5th Canadian edition.