Selling Chapter 9 by Rachel Masse https://padlet.com/rachel_masse10/i9v9gp87xwen Made with swagger en-us 2017-04-22 20:01:32 UTC 2017-04-23 15:23:17 UTC hello@padlet.com 5 purposes of the sales presentation rachel_masse10 https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167645709 Knowledge
Belief 
Desire 
Attitude 
Conviction]]> 2017-04-22 20:02:23 UTC https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167645709 3 Essential Steps in the Sales Presentation rachel_masse10 https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167645758 1. Fully discuss your product
(FABS)
2. Present your marketing approach 
3. Explain your business proposition]]> 2017-04-22 20:03:36 UTC https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167645758 Persuasive Communication rachel_masse10 https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167645971 You dont need to be a smooth talker but you need to have some of these 7 factors:
using questions
be empathetic
Keep the message simple
Creating mutual trust
Listening 
Having a positive attitude 
Being believable

]]> 2017-04-22 20:07:53 UTC https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167645971 Simile and Metaphors rachel_masse10 https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167646076 Simile- A direct comparison using LIKE or AS -- A poorly manicured lawn is LIKE a bad haircut.
Metaphors- Implied comparison using vivid images (Our lawn mower will carefully sculpt your lawn)]]> 2017-04-22 20:10:07 UTC https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167646076 Evidence Statements rachel_masse10 https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167686338 Can increase the prospects confidence and trust that product claims are indeed accurate. (Past sales figures, the guarantee, testimonials etc...)]]> 2017-04-23 15:12:08 UTC https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167686338 Use of Demonstrations rachel_masse10 https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167686502 Captures interest and attention
Create two way communication
Involve the prospect through participation 
Afford the more complete, clearer explanation of products
Increase a sales persons persuasion powers by obtaining positive commitements on a products single FAB.]]> 2017-04-23 15:14:37 UTC https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167686502 Cross Selling rachel_masse10 https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167686867 Excellent way to increase value 
involves suggesting "extra " products that complement original orders.]]> 2017-04-23 15:20:16 UTC https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167686867 Trial Close rachel_masse10 https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167687012 The test to see if a salesperson uses to gauge the buyers interest and intent to purchase (or closing the sale before the end of the presentation]]> 2017-04-23 15:22:30 UTC https://padlet.com/rachel_masse10/i9v9gp87xwen/wish/167687012