Presentation structure – The opening
Impactful opening statement – Getting them interested
– Developing an opening statement
Presentation structure – The selling attempts
Interest has been generated through the impactful opening – Now what?
Asking questions related to customer challenges
Understanding and identifying cross-selling opportunities within customer responses to questions
Communicating solutions to the challenge using relevant benefits and features that focus on each specific challenge
Persuasive & descriptive benefit statements
Testing the impact of your solution and keeping them engaged
– Developing questions, benefit statements and impact-testing statements for each selling attempt (Minimum of 3 attempts to sell)
Presentation structure – Closing & gaining commitment
Testing the water and closing question
The Feel, Felt, Found method
Objection handling rebuttal statements & questions using empathic persuasion
Acknowledge, Empathize, Give example, Solution found, cross-sell (if opportunity)
Testing the impact of our objection handling rebuttal in the customer’s mind
– Listing all anticipated customer objections
- Developing rebuttals for top 5 objections
Following up after sending a proposal
1st follow up – When and what to say?
Frequency – How often to follow-up
The 2nd and 3rd follow up email.
Group activity – Role play
The number of role plays depends upon available time left in the day.
Request for proposal