VCC Discussion: The Necessity of a Sales Presentation
Format - P3, S5, T2
To complete this assignment successfully, you should:
- Study the assignment carefully
- Complete the assignment as directed
A SALES PRESENTATION
FORMAT PROVIDES STRUCTURE: Some people believe that
salespeople simply "wing-it" when they are in front of a potential
customer. In "Consultative Selling" strategy and planning are imperative.
The first plan consists of knowing the "flow" or format that will
guide both the salesperson and potential customer to logical conclusions. And,
as a consultant, it's the salesperson's job to ensure that a logical and win/win
culmination of the presentation is reached. The outcome must ultimately be in
the best interests of the customer since any manipulations or other such behavior
by a salesperson (to obtain a one-sided victory) would destroy the strategic
objectives of the "consultative selling" approach - building long-term
relationships. Thus, a well designed sales presentation format that systematically
leads the selling discussion and the customer to the best win/win outcomes is
necessary.
And, having this format in mind
is a type of "crutch" that allows the salesperson to return to the
business at hand whenever the conversation might stray too far off course.
Let's go to the VCC and Discuss!