Lesson 4: Planning the Presentation


Summary

  • Tailor the presentation to the customers, taking into consideration their needs and wants.

  • A successful presentation needs careful preparation in addition to various presentation techniques to help ensure success.  These include verbal as well as non-verbal communication.

  • To communicate effectively with customers, a salesperson must be able to identify the personality type and adapt his or her communication style if necessary.

  • Appealing to the five senses is an effective way to demonstrate a product.

  • Buyers' choices are often based on Unique Selling Points (USPs), features of the product or service.  The salesperson's task is to translate those features into customer benefits.