How To Make Your Sales Presentation Come Alive!
Arnold Sanow- www.arnoldsanow.com
Just knowing the features and benefits about our products and services does not guarantee sales. To sell our products and services we must be able to tell stories and create pictures in the minds of our customers to excite their imagination. A story can either be dull and uninteresting or it can come alive. To put imagination into your sales story and increase your closing opportunities answer the questions below.
Get out the list of your product and service’s persuasive features and benefits to your customers. If you don’t have a list make one. Next to each feature and benefit put the answers to the questions below. (a feature is the characteristic about your product or service and the benefit is the result)
1. What’s the most dramatic statement I can make about this feature and benefit?
2. What’s the most arresting visual presentation of this feature and benefit to set a customer thinking about it?
3. What’s the most searching question I can ask about this feature and benefit to set a customer thinking about it?
4. What are the most interesting success story or sales examples I can give to back up the claims I make for this feature and benefit?
5. Which are my best, most impressively written testimonials, the ones most likely to get attention either because of the person giving the testimonial or of what it says.
6. What is the most dramatic action I can perform to hold and impress my customer while dealing with this feature or benefit?
7. What is the most compelling logic I can find in relating this feature and benefit to others?
8. What is the most effective demonstration I can make of this feature and benefit?
9. What customer participation can I devise, in this feature and benefit so that my customer becomes part of the act?
10. What practical test can I suggest for proving the validity of my claim for this feature and benefit?
To further increase your opportunities and kick start some life into your business, ask yourself, your staff and your customers these questions about your product and services:
Can the products/services be put to other uses? Can it be adapted? What else is like this? What other ideas does this suggest? What could we copy? What could be modified?, Given a new twist? Changed in color, meaning, sound, motion, odor, form, shape? Any other changes possible? Can it be magnified? What can be added? More time? Greater Frequency? Stronger? Higher? Longer? Shorter? What can we substitute? What else instead? Other ingredients? Rearrange? Change the schedule? Reverse it? Combine it? Different Purposes?
Remember that you only get one chance to make a good impression. By putting some “zip” into your sales presentation you’ll close more sales and see your business skyrocket to the top!
C:\Documents and Settings\Dr. Richard Borough\My Documents\MY DOCUMENTS\MASTER-MIND\Outcome Frame2.doc Created 2/28/00, Edited 5/3/2008
THE OUTCOME FRAME
The Outcome Frame is a planning tool. It is a simple to use set of questions that will help you bring more of what you want into reality. This positive process takes you from an idea or a dream into a set of specific actions steps including ways to quantify or measure your progress.
Always respond to The Outcome Frame in writing. That’s right, respond IN WRITING. And use enough words and specific details that most anyone who read what you’ve written would understand most of it. If others can understand what you have in mind, you’re well on your way.
1. WHAT do you want? State positively and specifically what you want?
2. WHEN do you want to have that?
3. How will you KNOW when you get it? What can you measure?
4. When you get what you want, what ELSE will change?
5. What RESOURCES can you use to get what you want?
6. How will you best UTILIZE these resources? Be specific, use enough words.
7. What is the FIRST step? Second step? Third Step?
Of course, you can put a mountain of detail into this. And perhaps you should. The devil it seems is often in the details. That’s why writing enough words and being specific enough helps.
Most people don’t have an idea problem, but many people have an implementation problem. Whether you have an implementation problem or not it can be helpful to talk with other people about what you’re trying to do. People from outside the loop can help you identify things you may have overlooked. And they can encourage and support you in whatever it is that you’re trying to do. Perspective is a very good thing.
Once you have done The Outcome Frame you’re ready to take all the appropriate actions to make your dreams come true. And making your dreams come true is also a very good thing!
Have fun with this and good luck to you!
This outcome model was shared by Dr. Richard Borough , my personal friend.
It’s great way to make decisions and to think through goals, objectives, and strategies.
- What do you want, and by when?
- How will you know, if you’re getting it?
- When you get it, what will be better?
- What resources can you pull together?
- What are the steps involved?
- Who will need to do what?
- What’s the step-by-step game plan?
The seven questions applied to almost any issue will yield a clearer picture and a more fine-tuned strategy in dealing with the issues at hand.