Demos

Cover-Demos-95-2 Selling Skills Step-by-Step: DEMONSTRATIONS & PRESENTATIONS is a concise guidebook taking you  through
every phase in the process of setting up and conducting sales demonstrations,
sales presentations, and other kinds of “sales proof sources.”

Beyond that, it gives you a “mental roadmap” for
reading the subtle, unconscious signals sent by the decision makers and
“decision influencers”
who attend your sales demonstrations and
presentations.

Further, it provides practical guidance on the
non-verbal signals you want to send
. . . and to keep from sending in
your sales presentations and demonstrations and other sales meetings?

Selling Skills Step by
Step:
SALES DEMONSTRATIONS and PRESENTATIONS

E-book, 50 pages,
illustrated

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About the author.

About the author: Sales Training Tutorials and the other books in the
Selling Skills Step-by-Step series flowed from my work as a management
consultant and my work in developing sales training and sales management
training for top marketing organizations including Kodak, Xerox operating
companies in the United States, Canada, and Europe, Kodak, Motorola, Sylvania,
Bank of American (yes, even bankers need to learn how to market their products
and services!), and others.Michael McGaulley

Contents: some of the practical selling skills you will
learn.

    Part One: EARLY PREPARATIONS

    The crucial “must-do” before you invest any time in preparing to
    conduct a sales presentation or demonstration, or to invest time and effort in
    any other kind of proof source — including offering free trials or free
    samples.

    Why and how to begin working out what both you and the prospect
    expect from this early: why it’s very smart to ask the Prospect to “invest”
    before you invest your time and effort.

    “Decision influencers” are people who may not make
    the decisions, but they are key allies. How and when to work with
    them early-on.

    Checklists on setting up the logistics of the presentation or
    demonstration.

    A sales demonstration, presentation, or trial offer
    is a PROOF source,
    so what you cover and your key messages flow from what
    exactly needs to be proven in order to close the sale. The Prospect’s role in
    shaping the plan.

    Mental strategies in preparing — not just what you’ll say, but
    where you’ll stand, where you’ll position the Prospect, how you’ll get the
    Prospect’s team actively involved in the meeting.

    Preparing key visual aids, handouts, and other
    paperwork.

    Part Two: DELIVERING THE SALES
    PRESENTATION OR SALES DEMONSTRATION.

    In Section A we cover essential preliminaries to be handled on the
    day of the presentation or demonstration.

    Section B guides your sales presentation or demonstration
    through the six key phases. These include early confirmations of purpose,
    conducting the body of the session, handling questions and objections, and
    closing for action.

    Part Three: COMMUNICATING ON
    ALL LEVELS

    As the old saying puts it, “Words alone are not enough.” The words you
    say, and the Prospect’s words — questions and objections — that you respond to
    are, of course, crucial.

    But research indicates that only about 7% of the messages
    transmitted during fact-to-face communication are carried by the words that are
    said. Let me underline that: the words alone total only 7% of the whole
    communication

    Which means that 93% of the messages back and forth during
    presentations and demonstrations are conveyed non-verbally
    . . . via
    indicators such as posture, hand gestures, movements, voice tone, eye focus and
    facial expressions, even how people choose to sit or stand, or how they sit in
    the chair and then draw back or move forward.

    In the first section, the focus is on how to
    shape and discipline the subtle and non-verbal messages that you as the sales
    person sends TO the prospect and others.

    The second section  focuses on interpreting and responding
    to the clues and messages coming FROM the Prospect and other decision
    influencers sitting in on the demonstration.

    Some of these are signs of interest, some are signals of readiness to
    buy. Some may be warning signs that the Prospect is tuning out. We examine what
    these signals mean, as well as how to react to them in order to keep the selling
    momentum going forward.

    ORDER NOW AT SPECIAL ONE-TIME ONLY
    INTRODUCTORY PRICE: $9.00.