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Transcript of Need satisfaction demonstrations and presentations
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Need Satisfaction Demonstrations and PresentationsProfessional Presentation Techniques for Entrepreneurs
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Professional Presentation SkillsPresentation Skills are the “sizzle” in the
steak
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Professional Presentation SkillsPresentation Skills are the “sizzle” in the
steak.“Earn the right” to ask for the order.
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Professional Presentation SkillsPresentation Skills are the “sizzle” in the
steak.“Earn the right” to ask for the order.Show that you understand their needs.
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Professional Presentation SkillsPresentation Skills are the “sizzle” in the
steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their
problems.
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Professional Presentation SkillsPresentation Skills are the “sizzle” in the
steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their
problems.Shows that you empathize with their
situation.
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Professional Presentation SkillsPresentation Skills are the “sizzle” in the
steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their
problems.Shows that you empathize with their
situation.Demonstrates how your product or
service meets their needs.
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Professional Presentation SkillsPresentation Skills are the “sizzle” in the
steak.“Earn the right” to ask for the order.Show that you understand their needs.Shows them that you recognize their
problems.Shows that you empathize with their
situation.Demonstrates how your product or
service meets their needs.Emphasizes the unique features and
benefits of your product or service.
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Professional Presentation Skills
Planning and Preparation
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Planning The PresentationProfessional Presentations are based on
the following;
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Planning The PresentationProfessional Presentations are based on
the following;1) Thorough knowledge of your product or
service
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Planning The PresentationProfessional Presentations are based on
the following;1) Thorough knowledge of your product or
service.2) Thorough Knowledge of your
competitor’s product or service.
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Planning The PresentationProfessional Presentations are based on
the following;1) Thorough knowledge of your product or
service.2) Thorough Knowledge of your
competitor’s product or service.3) A knowledge of this specific customer’s
needs.
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Planning The PresentationProfessional Presentations are based on
the following;1) Thorough knowledge of your product or
service.2) Thorough Knowledge of your
competitor’s product or service.3) A knowledge of this specific customer’s
needs.4) Effective use of Professional
Presentation Skills.
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Professional Presentation SkillsPreparing for the Presentation
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Preparing for the Presentation or DemonstrationPreparation begins at your office or
home.
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Preparing for the Presentation or DemonstrationPreparation begins at your office or
home.Organize your content to identify and
address specific need areas.
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Preparing for the Presentation or DemonstrationPreparation begins at your office or
home.Organize your content to identify and
address specific need areas.Rehearse your presentation with
someone in your office or home.
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Preparing for the Presentation or DemonstrationPreparation begins at your office or
home.Organize your content to identify and
address specific need areas.Rehearse your presentation with
someone in your office or home.Prepare any equipment, projectors,
laptops or handouts to be used in the presentation in advance!!!!!
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Preparing for the Presentation or DemonstrationPreparation begins at your office or
home.Organize your content to identify and
address specific need areas.Rehearse your presentation with
someone in your office or home.Prepare any equipment, projectors,
laptops or handouts to be used in the presentation in advance!!!!!
Create a presentation/demonstration kit.
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Professional Presentation SkillsPreparing a Presentation or Demonstration Kit
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The Presentation/Demonstration Kit
•Includes any and all materials you will need to make an effective presentation.
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The Presentation/Demonstration Kit
•Includes any and all materials you will need to make an effective presentation.
•Includes all pertinent literature.
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The Presentation/Demonstration Kit
•Includes any and all materials you will need to make an effective presentation.
•Includes all pertinent literature.•Includes an introductory letter describing
your company, products and services.
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The Presentation/Demonstration Kit
•Includes any and all materials you will need to make an effective presentation.
•Includes all pertinent literature.•Includes an introductory letter describing
your company, products and services.•Includes Proof Sources.
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The Presentation/Demonstration Kit
•Includes any and all materials you will need to make an effective presentation.
•Includes all pertinent literature.•Includes an introductory letter describing
your company, products and services.•Includes Proof Sources.•Includes Testimonial Letters.
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The Presentation/Demonstration Kit
•Includes any and all materials you will need to make an effective presentation.
•Includes all pertinent literature.•Includes an introductory letter describing
your company, products and services.•Includes Proof Sources.•Includes Testimonial Letters.•Includes Pricing and order forms.
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The Presentation/Demonstration Kit
•Includes any and all materials you will need to make an effective presentation.
•Includes all pertinent literature.•Includes an introductory letter describing
your company, products and services.•Includes Proof Sources.•Includes Testimonial Letters.•Includes Pricing and order forms.•Includes Warranty Information.
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The Presentation/Demonstration Kit• Includes any and all materials you will
need to make an effective presentation.• Includes all pertinent literature.• Includes an introductory letter describing
your company, products and services.• Includes Proof Sources.• Includes Testimonial Letters.• Includes Pricing and order forms.• Includes Warranty Information.•Documents compliance to Government
Regulations when relevant.
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Professional Presentation SkillsGiving Effective Presentations or DemonstrationsStep By Step Professional Presentations
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Giving Effective Presentations
•Introduce yourself to all parties present and explain the purpose of your presentation.
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Giving Effective Presentations
•Introduce yourself to all parties present and explain the purpose of your presentation.
•Summarize the prospect’s needs.
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Giving Effective Presentations
•Introduce yourself to all parties present and explain the purpose of your presentation.
•Summarize the prospect’s needs.•Confirm your understanding.
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Giving Effective Presentations
•Introduce yourself to all parties present and explain the purpose of your presentation.
•Summarize the prospect’s needs.•Confirm your understanding.•Ask an open question to uncover any
additional needs.
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Giving Effective Presentations
•Introduce yourself to all parties present and explain the purpose of your presentation.
•Summarize the prospect’s needs.•Confirm your understanding.•Ask an open question to uncover any
additional needs.•Present Features and benefits that meet
the customer’s needs.
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Summarize the Needs before you start to present!
Why?
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Summarizing The Prospect’s Needs•Confirms your understanding of the
prospect’s needs.
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Summarizing The Prospect’s Needs•Confirms your understanding of the
prospect’s needs.•Prevents you from discussing things that
are unimportant to your client.
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Summarizing The Prospect’s Needs•Confirms your understanding of the
prospect’s needs.•Prevents you from discussing things that
are unimportant to your client.•Affirms to the client that you heard what
they said.
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Summarizing The Prospect’s Needs•Confirms your understanding of the
prospect’s needs.•Prevents you from discussing things that
are unimportant to your client.•Affirms to the client that you heard what
they said.•Provides an opportunity to clear up any
misunderstandings prior to your presentation.
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Summarizing The Prospect’s Needs•Confirms your understanding of the
prospect’s needs.•Prevents you from discussing things that
are unimportant to your client.•Affirms to the client that you heard what
they said.•Provides an opportunity to clear up any
misunderstandings prior to your presentation.
•Uncovers need areas not previously discussed.
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The Summary of NeedsStep by Step Format.
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The Summary of Needs
1. Briefly Restate the Customer’s needs (As you understand them)
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The Summary of Needs
1. Briefly Restate the Customer’s needs (As you understand them).
2. Ask a closed (yes/no) question to confirm your understanding.
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The Summary of Needs
1. Briefly Restate the Customer’s needs (As you understand them).
2. Ask a closed (yes/no) question to confirm your understanding.
3. Ask an open question to find any additional need areas.
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How do I classify needs?I prepared in advance for this, so how am I supposed to fit new needs into the presentation?
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Need AreasHelpful Hints on how to prepare your need areas.
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Common Areas of Need
•There are SIX basic factors that customers consider before justifying a change.
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Common Areas of Need
•There are SIX basic factors that customers consider before justifying a change.
•What are they???
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Six Basic Factors to Consider before making a change.•ALL features and benefits of ANY product
or service will fit into one of the following six categories,
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Professional Presentation Need Areas
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Professional Presentation Need Areas
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Professional Presentation Need Areas
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Professional Presentation Need Areas
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Professional Presentation Need Areas
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Professional Presentation Need Areas
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Exercise
•Go back to your features & benefits list for your product or service and decide which need area that they fit into.
•Take 5 minutes to do this.•Be prepared to discuss the results with the
group.• A Feature is a characteristic of your
product or service.•A Benefit shows the value of the feature to
the client (So What?!)
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Need Satisfaction Demonstration or Presentation.
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Need Satisfaction Demonstration or Presentation.
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Need Satisfaction Demonstration or Presentation.
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Need Satisfaction Demonstration or Presentation.
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Need Satisfaction Demonstration or Presentation.
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Need Satisfaction Demonstration or Presentation.
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Need Satisfaction Demonstration or Presentation.
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That Went Well. Now What?
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That Went Well. Now What?CLOSE THE DEAL!!!
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Professional Presentation Skills
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Now What?
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After The Close
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Review
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Economy
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Thank You for Your Attention