Presentation on theme: "Sales Dialogue: Creating & Communicating Value"— Presentation transcript: 1 Sales Dialogue: Creating & Communicating Value Show
2 The most effective sales dialogues: 3 Check-backs or Response Checks –
Questions salespeople use throughout a sales dialogue to generate feedback from the buyer. Confirmed Benefits – The benefits the buyer indicates are important and represent value. 4 Interesting and Understandable Sales Dialogue
5 Sales Aids Sales Aids – The use of printed materials, electronic materials, and product
demonstrations to engage and involve buyers. Visual Materials – Printed materials, photographs and illustrations, and charts and graphs used as sales aids. Electronic Materials – Sales aids in electronic format such as slides, videos, or multimedia presentations. Product Demonstrations - The product itself is often the most effective sales tool because it provides the prospective buyer with an opportunity for hands-on experience.
6 Using Sales Aids in the Presentation
7 Supporting Product Claims 8 Group Sales Dialogue Pre-selling – Salespeople present their product/service to individual buyers before a major sales dialogue with a group of
buyers. 9 Sales Tactics for Selling to Groups 10 Handling Questions in Group Dialogue How can electronic materials be used as sales aids?- Electronic Materials can be used as sales aids by customizing and enriching presentations by using electronic multimedia, which is inexpensive and can be done in a short period of time.
How sales aids can engage and involve buyers?SALES AIDS • The use of printed materials, electronic materials, and product demonstrations to engage and involve buyers. These sales aids also help to capture and hold the buyer's attention, boost the buyer's understanding, increase the believability of the claims, and build the buyer's retention of information.
What is the term for questions salespeople use throughout a sales dialogue to generate feedback from the buyer?What is the term for questions salespeople use throughout a sales dialogue to generate feedback from the buyer? check-backs or response checks.
What are the key characteristics of effective sales dialogues?Characteristics of an Effective Sales Dialogue. Encourage Buyer Feedback.. Engage and Involve the Buyer.. Planning and Practice.. Creating Value for the Customer and Presenting it in an Understanding Way.. |