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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.

The Sales Presentation

See also