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How to Deliver Professional Sales Presentations & Demonstrations: Pre-commitment agreement, Focusing proof, closing, dealing with objections

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Description

How to Deliver Professional Sales Presentations and Demonstrations leads you through the practical how-to of establishing on the "ground rules", then preparing, setting up, and conducting a presentation or demonstration in front of the prospect or team.Part One covers early preparations, including what kind of specific commitment to gain from the prospect in order to avoid wasting your time. Then planning and preparing for that meeting.Part Two addresses the actual delivery of the presentation or demonstration, working through six key phases from opening to handling questions and objections to closing for the order or other action.Part Three, focusing on communications on multiple levels, covers the crucial issue of reading and sending the appropriate non-verbal messages, including positioning yourself, reading subtle clues they may sub-consciously project, and moving the prospects as needed.It also puts into context the overall function of demonstrations, presentations, proposals, free trials, discounts, and other special deals: that is, to serve as "proof sources", given for specific, defined purposes that should be agreed upon in advance with the prospective buyer.

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