Strengthening the presentation Flashcards

1
Q

Presentation types

A

Standard memorised presentation

Outlined presentation

Customised (adaptive) presentation

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2
Q

Social style matrix

A

Analyticals, Drivers, Amiables, Expressives

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3
Q

Strong presentation (5 factors)

A
  1. Keep buyer’s attention
  2. Improve buyer’s understanding
  3. Help buyer to remember
  4. Offer proof of assertions
  5. Create sense of value
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4
Q

The pyramid principle

A
  1. Conclusion
  2. Main arguments
  3. Facts about arguments
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5
Q

What should a salesperson do after having identified the customers’ social style?

A

You need to adapt the presentation based on the costumers.

For instance
Drivers: Direct, businesslike

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