TheBottomLineCallObjectivesSalesInterviewSettingsOffer, Wait,Restate,Invite, &EnsurePurposes ofthePresentationParticipationStep 5 of theRelationshipSelling CycleCreating aSocial MediaBackchannelUnits ofConvictionEvidenceto SupportClaimsSalesPresentationStylesPresentingValueSales CallPlanningInformationFeaturesandBenefitsPresentationSales ToolsElements of aGreatDemonstrationThePresentationTheTie-DownThreeTruths inSellingHandlingInterruptionsSalesCallPlanningAudiovisualPresentationsEffectivePresentationTacticsBeginwithPlanningTransitionalPhrasesFeature,Transition,Benefit,Evidence,Tie-downGet, Ask,EncourageProduct-AnalysisWorksheetDemonstrations,Testimonials,Facts &Statistics,Samples, CaseHistoriesSituationalSellingUnits ofConvictionElementsDemonstrationPrinciplesTheBottomLineCallObjectivesSalesInterviewSettingsOffer, Wait,Restate,Invite, &EnsurePurposes ofthePresentationParticipationStep 5 of theRelationshipSelling CycleCreating aSocial MediaBackchannelUnits ofConvictionEvidenceto SupportClaimsSalesPresentationStylesPresentingValueSales CallPlanningInformationFeaturesandBenefitsPresentationSales ToolsElements of aGreatDemonstrationThePresentationTheTie-DownThreeTruths inSellingHandlingInterruptionsSalesCallPlanningAudiovisualPresentationsEffectivePresentationTacticsBeginwithPlanningTransitionalPhrasesFeature,Transition,Benefit,Evidence,Tie-downGet, Ask,EncourageProduct-AnalysisWorksheetDemonstrations,Testimonials,Facts &Statistics,Samples, CaseHistoriesSituationalSellingUnits ofConvictionElementsDemonstrationPrinciples

Chapter 12 - The Presentation - Call List

(Print) Use this randomly generated list as your call list when playing the game. Place some kind of mark (like an X, a checkmark, a dot, tally mark, etc) on each cell as you announce it, to keep track. You can also cut out each item, place them in a bag and pull words from the bag.


1
B
2
N
3
B
4
N
5
G
6
N
7
I
8
I
9
I
10
N
11
B
12
N
13
O
14
B
15
N
16
O
17
B
18
O
19
O
20
I
21
G
22
G
23
I
24
I
25
I
26
O
27
G
28
B
29
G
30
O
31
G
32
B
  1. B-The Bottom Line
  2. N-Call Objectives
  3. B-Sales Interview Settings
  4. N-Offer, Wait, Restate, Invite, & Ensure
  5. G-Purposes of the Presentation
  6. N-Participation
  7. I-Step 5 of the Relationship Selling Cycle
  8. I-Creating a Social Media Backchannel
  9. I-Units of Conviction
  10. N-Evidence to Support Claims
  11. B-Sales Presentation Styles
  12. N-Presenting Value
  13. O-Sales Call Planning Information
  14. B-Features and Benefits
  15. N-Presentation Sales Tools
  16. O-Elements of a Great Demonstration
  17. B-The Presentation
  18. O-The Tie-Down
  19. O-Three Truths in Selling
  20. I-Handling Interruptions
  21. G-Sales Call Planning
  22. G-Audiovisual Presentations
  23. I-Effective Presentation Tactics
  24. I-Begin with Planning
  25. I-Transitional Phrases
  26. O-Feature, Transition, Benefit, Evidence, Tie-down
  27. G-Get, Ask, Encourage
  28. B-Product-Analysis Worksheet
  29. G-Demonstrations, Testimonials, Facts & Statistics, Samples, Case Histories
  30. O-Situational Selling
  31. G-Units of Conviction Elements
  32. B-Demonstration Principles