9 Flashcards
Good presentations…
-keep buyers attention
-improved understanding
-creates sense of value
-offers proof of sales persons assertions
What are the elements of the presentation pyramid?
1)review the issues 2)present solutions 3)summarize 4)close
Also visual aids and response checks
How are you going to solve a problem is a
Feature
Why is it important to do it this way is a
Advantage
What will happen is a
Benefit
What is a feature?
Physical characteristic that you can touch or measure. Answers the question: what is it? (Noun)
What is an advantage?
A performance characteristic. (Verb) answers the question; why is this a better way?
What is a benefit ?
An asset characteristic expressed as personalized value. Answers the question: what value does this have to the buyer?
Benefits come from____
Good SPIN conversations
Value=
Benefits-cost
What are the six steps to storytelling?
Why, Setting, complication, turning point, resolutions, questions
Why are payoff stories?
Story about value that can be gained from my solution- uses feature and benefit statements
What are process stories
Story is HOW my company made the solution. Goal is to establish credibility
What are foreshadowing stories?
Story that is similar but company failed to address issues and use their solution
We retain _____ of what we just hear
20%
We retain _____ of what we hear and see
50%
In the computer attention study the ppl got ____ of the specifications wrong
25%
What are call outs?
Different compared to everything else like the color
What is chunking?
Using simple or less numbers like short acronyms
During response checks watch____
Non verbal cues
