Week 4: Strenghten the presentation

Question 1

How can you keep buyers attention?

Answer 1

Use of visuals:

• Graphs and charts
• Models, samples and gifts
• Catalogs and brochures
• Photoes, illustrations, ads and maps

Use of verbals:

• Humour
• Word pictures and stories

Question 2

How can you improve buyer´s understanding?

Answer 2

• Appeal to consumers hearing, sight, touch and taste.

Question 3

How can you help buyer to remember?

Answer 3

• By using hearing, sight, smell, taste and touch makes iit easier for buyer to remember:
• People retain 20% of what we hear
• People retain 50% of what they hear and see

Question 4

How can make the buyer belive you?

Answer 4

• Offer proof of assertions.
• Provide solid proof to back up a salespersons claims
• Liquid= Salesperson drink liquid in font of the prospect - makes the buyer believe the salesperson.

Question 5

Explain the pyramid principle

Answer 5

• Start you presentation with conclusion/result
• Then main arguments
• Facts in the end

+ creates interest
+ no overload of information