Sales & Marketing Management

The features of a presentation

We will expand on each one of them.

Here are some basic points to keep in mind during the presentation:

The KISS principle (Keep It Simple S____)

The tone should be to inform rather than to sell

Sell by demonstration and involvement rather than by lecture

Speak moderately slowly. Often two-thirds the pace of normal conversation

is right

Speak clearly—do not mumble or turn away from the customer

Pause frequently to allow the customer to interact

Asking if the client/customer has any question is often a poor way for

interaction.

Involve the client/customer, ask questions to illustrate points, thus

reinforcing key areas of the presentation and holding their attention

A presentation can be divided into six parts.

1. Introduction


2. Presentation


3. Handling Objections


4. The Close


5. Wrap Up


6. Follow-up