SALE
Every important sales presentation should contain most-if not all-of the presentation mix ingredients shown in Exhibit 10.4 on page 293. To make SALE 5:
1. Construct and write out one SELL Sequence. After your trial close, the buyer questions what you have just said. The buyer sounds as if unsure what you are saying is true. Create a proof statement that shows your claim is true. See pages 298-301.
SELL Sequence:
Buyer's skeptical remark:
Proof statement:
2. Create one analogy or metaphor to use in your role-play. See page 297.
3. Describe a demonstration you could do of one of your product's benefits. If possible, add dramatization. Remember: simply showing the product is not a demonstration.
4. Describe three visual aids you could use in your presentation. Flip charts and notebooks are easy to develop, or you can place your visuals in a folder and pull out one at a time as you discuss it.SALE 4:
To make SALE 4, first select the method you will use for your presentation. See pages 229-243. Next, write down 3 approach techniques you could use for this presentation method. See pages 262-273.
Presentation Method: presentation
Approach Technique 1: longer-lasting battery up to a 10 hours charge
Approach Technique 2: retina display multimillion pixel view
Approach Technique 3: faster flash storage
Now write out what you will actually say in the different versions of your approach, including what the buyer should say. Relate your approach to your FABs developed in SALE 1 so you have a smooth transition into discussing your product.
Approach 1
Seller: would you be interested it to buy a MacBook pro that can manage your work daily?
Buyer: yes I would like to buy it
Approach 2
Seller: our MacBook pro has different size 13in and 15in also, different GB 128, 256 and 512 , what do you like to choose?
Buyer: I like to choose the 256 GB and 13in
Approach 3
Seller: our product has warranty with reasonable price and the first year will be free
Buyer: sounds good that's going to help and I want to get warranty for tow years.