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The sales presentation
Disciplines > Sales
> The sales presentation
Many sales require a presentation of some sort, from a simple demonstration
of the product to a complex presentation to an executive board. Here are several
types of presentation:
- Scripted performance: Just like in
a play.
- The structured presentation: Use
a guiding frame.
- ADAPT: Assessment, Discovery, Activation,
Projection, Transition
- AIDA: Attention, Interest, Desire, Action
- SELL: Show, Explain, Lead to benefits, Let them
talk
- The problem-solving presentation: Use
cause and effect.
- The need-satisfaction presentation:
Develop the need first.
- The 'Tellem' presentation: Tell them
three times to help them get the point.
See also
Argument
Sales Books
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