The best method of discovering needs that can be met using your products or services is to outline the core values and benefits represented by them through thorough analysis of the following points: What needs does your service or product accomplish for customers based. What needs, in your opinion, would prospects want to solve based on your questioning and qualification of such prospects; What solution do your customers actually acquire when they invest in your product or service? Based on the utterances and expressed desires of your prospect, what solution would you recommend using your product or service. Take for instance, new couples, middle-aged couples and elderly couples share different investment expectations, family needs, priorities and preferences. With increase in age, growth in sophistication or elevation in social status, these groups of individuals evolve into different social beings that would naturally develop different needs, priorities, perceptions and investment expectations with time. It is stating the obvious that wealthy individuals, organizations and governments equally have different categories and types of investment expectations, desires and needs due to their peculiar investment priorities, goals, responsibilities and objectives. Governments needs differ remarkably from individual needs both in nature and scope. In the same token, organisations face entirely different challenges or needs to that of individuals and governments, depending on the nature of their business activities.
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What are needs that can john be solved with your product or service and what are the processes; What status, leisure or fulfilment can be actualised, using your product or service and how? Value sales presentation brings realism to essay the table during sales interviews, and has the potential to neutralise doubts, apprehension and pessimism usually shared by prospects at the initial stage of a business relationship. More importantly, such values and evidence of the possibility of actualising investment objectives go a long way in encouraging favourable buying decision. Needs Sales Presentation needs sales presentation is a selling process that focuses on providing practical solution to identified needs and investment expectations of target prospects or organisations, relying on inherent benefits and values of a given product or service. Every product or service is basically designed to solve certain specific needs, problem situations or investment expectations. Such solutions form the basis upon which investors would embrace any investment plan in the first instance. In most cases, some prospects may not be aware of the existence of certain needs in their lives or the importance of certain products or services until guided by a competent salesperson to discover such needs. The significance of needs sales presentation emanate from its ability to demonstrate absolute solution to the prevailing situation of a prospect or target audience since it is usually based on needs and investment expectations as established by a salesperson either prior to or during sales. You could discover or create a need during sales interview through intelligent questioning, proper qualification of prospects need situations and by insinuating investment objectives in relation to future status or benefits that can be realised using your product or service. Such benefits could come in form of profit, fulfilled personal desires, leisure, priced assets, status elevation and etcetera.
In adopting value-sales presentation, you should take cognizance of the following necessary steps: Firstly, analyze the value represented by your service or product in specific terms and enumerate them one after the other; Secondly, spell out the logical processes by which such values would. In a situation where techniques for conducting value sales presentation was not part of your induction-training programme, it becomes your responsibility to study your services or products by examining its values, benefits and the processes for actualising them, and on the basis of such information. Value sales presentation facilitates buying decision because it embodies points and figures that basically insinuate appropriate solution to need-situations and investment expectations of prospects. It appears to demonstrate concrete evidence of the possibility of prospects actualising their investment objectives, and as well the ability barbing of an organisation to deliver on promise. In designing value sales presentation, you should address these pertinent questions which are meant to guide you in discovering inherent values and benefits represented by your product or service. What specific values and benefits are derivable from your product or service? What investment objectives or personal desires can be accomplished using your products or services?
It is of strategic importance that you should learn the following strategies which would equip you with the requisite techniques for adopting and conducting effective value sales presentation. Firstly qualify your prospect as to determine his financial status and most suitable investment plan for him or her; Where the values derivable from your product could not be determined in financial terms, you should use elevation of status, leisure derivable from your product. While introducing a real estate, for instance, you should be able to demonstrate a projected value which the estate would appreciate to over a given period, based on available evidence from previous transactions with your clients or the present market value of similar property. It is on the basis of such projected values, more than anything else, that you could convince prospects of the possibility of accomplishing their investment desires in the future. I bought an empty plot of land in 2002 at a cost of N250,000.00 but as of today, the market value of the same plot of land in the same location stands at approximately N10.5 million. I invested in four different life assurance policies since 2003 and by maturity, the estimated investment accounts show a total figure that would double my principal investment figures the sum assured. This is notwithstanding the fact that the policy is funded through a convenient instalment payment arrangement staggered over the term of the policy.
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In presenting your service or product to your friends and relations, for instance, you should adopt strategies that would not give them wrong impression that you are intent on exploiting the writing relationship, but that you are instead desirous of doing them a favour, by assisting. Also, in presenting your product or service to a large audience, you should first evaluate their commonly shared characteristics and needs, and subsequently emphasise more on your discoveries in order to make enough impact and meaning as to attract their interest and desire for your. The following proven sales presentation styles are therefore, designed to give you far reaching insight on strategies for developing and conducting compelling sales presentation styles to your different market segments. While you may not adopt them word-for-word, they are meant to guide you in constructing your sales presentation based on the nature of your product or service, and as well enable you to conduct the presentation in a manner that would produce desired objective. Value sales Presentation, the major objective of every business transaction, both B2B and B2c, is to add value to the buyer or customer. Such value could be in form of profit, leisure, status elevation, invaluable assets, fulfilled life, prized jewelleries or other possessions. Value perception, in most cases, would however depend on the investment desires or characteristics of a target prospect or audience, and the ability of the salesperson to highlight and capitalise on such values represented by a product or service in convincing prospects of what.
However, you should take cognizance of the fact that in all sales situations assessment of values and benefits attached to any particular product or service would depend on the following factors: Nature of the product or service; The purpose or motivation for embracing investment plan;. In the main, value-sales presentation should be able to highlight values as promised by salespeople, or the status investors stand to accomplish, either now or sometime in the future, in the event they invest in your product or service. Put the other way round, such approach demands of you to emphasise more on the immediate or future status that would be actualised by a prospect upon acceptance of an investment proposal. In most sales situations, prospects would want to first of all ascertain exactly what is in it for them, as well as the processes through which such values would be actualized on the basis of initial promises and assurances made by a salesperson. It is the ability of the salesperson to effectively highlight these values in a persuasive and effective manner that would convince prospects of the possibility of realising their investment objectives. In order to acquire the appropriate skills for conducting effective value sales presentation, you should learn to adopt word-pictures, logics, valid selling points, physical demonstration where applicable, figures where necessary, references and testimonials in order to drive home your points.
It is only by so doing that your utterances or sales offers would sound meaningful, invaluable and attractive to prospects. For the purpose of variations and in order to serve the interest of various market segments of different classes, perceptions and needs, you could design different sales presentation styles on the basis of the following methods: Value presentation; Story presentation; Testimonial presentation; Friendly presentation; Detailed-benefits. As a guide for coming up with effective sales presentation styles, i have provided below, processes for designing and steps for adopting different sales presentation styles, but in doing so, you should take cognizance of the nature of your product or service. Firstly, write out the features of your product or service in a brief manner; Secondly, list out the benefits and values represented by your product or service; List out the values and benefits again but this time in a compressed form, but retaining the basic. Unnecessary details that do not add value should be completely avoided. Your next further step is to rehearse the various presentation styles and techniques.
Write out the major points and memorize the values, key words and focus of the message; read these presentations over and over again until your could tell compelling stories about them. While avoiding memorisation of presentation word for word, it is of essence that you should memorise the core benefits or values represented by your product or service since they represent your major selling points which must be perfectly enumerated. You should have these major selling points at the tip of your fingers. One of the effective techniques for developing effective different sales presentation styles is to engage in regular practice of the various sales presentation styles you may come up with even with your colleagues, friends or your wife as if they are your prospects. At the end of such presentation demonstration exercise, you should ask them for an unbiased assessment of the effectiveness of each presentation style based on these premise. Point out to your observer, the areas you need critical assessment: such as language, accuracy, delivery, emotional feeling, composure, confidence level and clarity of message; Based on the outcome of the assessment, re-structure your presentation styles as to make them more concise, memorable and compelling;. In every sales presentation, there are indispensable attributes that ought to be present in order to make it effective and compelling. They include but are by no means limited to the following strategies: Adopt a delivery strategy that would touch the emotional feeling of your prospect; learn to highlight reasons why prospects must buy and what is in it for them; this requires thorough rehearsals.
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Email letters and face-to-face presentation, for instance, cannot be the same in content and sequence. Telephone presentation and hard copy correspondence cannot be the same in content and delivery, although each would seek to convey the same idea or message. In order to address differences in individual traits and perceptions, i have designed different sales presentation styles for each segment of my target markets, taking cognizance of their characteristics business and needs. What I do most of the time is to alternate these presentation styles based on the characteristics of each prospect or audience, employing the language, words, tone and style considered most appropriate in the circumstance. Certain sales presentation methods such as telephone and email presentations, for instance, may not afford the salesperson the privilege of observing and adjusting instantly to prospects gestures and needs, while face-to-face sales presentation would allow you the opportunity to evaluate on the spot, the impact. Paramount is the need to learn the skills for designing sales presentation styles in a manner that would be appropriate for the taste and perceptions of each of your market segments, taking into consideration their social status, needs and religions inclinations. Such resume approach will also address investors peculiar challenges and motivations.
I observed, for instance, that business people respond more favourably to sales presentations that focus on security of funds, value, sustainability of service, delivery on promise, customer relationship management, return on investment and professionalism, depending on the nature of the product or service. On the other hand, civil servants and certain categories of professionals look out for professionalism, security of funds, improved status, customer relationship management, family financial protection, happy retirement life and delivery on promise. While the business community emphasise more on gains, the civil servants place emphasis on delivery on service, satisfaction and customer care. I have had several instances paper in which change in sales presentation style led to change of heart even by the same prospect. When I presented life assurance service to a medical doctor using value and detailed presentation, he ignored me for four years as if I was talking trash but when i used needs and solution approach in presenting the same service, he invested immediately and also. In designing sales presentation, these factors that have to do with individual traits and perceptions should be taken into consideration. This way, the salesperson would address such difference and by so doing prevent loss of businesses that could emanate from inability to recognize individual tastes and characteristics.
of the issues, in particular well structured documentation which effectively summarises the key points. Different Sales Presentation Styles, it is stating the obvious that a particular style of sales presentation cannot appeal to all categories of prospects in equally satisfying manner. While some prospects would find certain sales presentation methods very attractive, others may find it unimpressive and inconsequential, based on their perceptions, religious inclination, value judgement, social status, investment expectations, and etcetera. One mans meat, they say, is another mans poison. Some prospects would yet prefer a short, direct-to-the-point and value-oriented sales presentation method, while others would prefer a more detailed sales presentation speech. This simply affirms differences in taste and style. Obviously, the aspects of a service or product that appeal to certain categories of customers may not necessarily appeal to others customer segments due to differences in culture, value judgement, perceptions, needs and investment priorities.
Jarn has always been attending major international exhibitions as one of shredder the key points in its communication strategy. It also stipulates, at times in detail, some of the key points in the reconciliation process. This paper provides an introduction to gsim, summarizing the key points for a relatively general statistical audience. But let's proceed with the key points which the prosecution has declared crushing and definitive. The chairman summarized the key points that the second session of the Preparatory committee had discussed as follows. One of the key points of difference related to the provisions for the ownership of marine resources by the people. This section is a list of partners, and the key points of contact.
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They will also be asked to summarise some of the plan key points that are put forward in the supporting papers for their sub-item. The co-Chairs of the two discussion groups summarized the key points made. These summaries provide the key points on the discussions held during commission sessions and are a major tool for sharing information among the commissions. This is one of the key points of nexus of poverty and social tensions in the most disadvantaged countries and their population. The initial deployment of United Nations observers focused on following incoming commodities through the key points in the distribution system. This report should highlight the key points on which the council needs to consider taking action. Let me now turn to a few of the key points of the security council's mission to east Timor and Indonesia. The United States is in complete agreement with the secretary-general on the key points. The floor will be opened for discussion on the draft ministerial declaration, the key points and formulations have been negotiated in the Preparatory committee.