BET430 Lecture Notes - Lecture 13: Sales Process Engineering, Logical Reasoning
16 Dec 2018
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Can happen anytime but are most often planned. Provides knowledge that allows the buyer to develop positive personal beliefs towards product/services. Leads to the next step in the sales process. The goal is to convert interest into a sale through the belief that your product is the best one and that you are the bet person to buy it from. Purpose of a sales presentation: gradually affect a seri es of ch anges in the prospects understanding and attitude: provide knowledge, influence beliefs, arouse desire, affect attitude, gain conviction (trial close, sale success. Persuasive communication: trial close: a test to determine if the product meets the prospect"s needs or is at least on track to buy. Should be used throughout the presentation: logical reasoning: based on a major premise, persuasion through suggestion, controlling the presentation. Participation: trial closes and questions, let them try the product if possible, use powerful visuals to make key points.
