HandlingInterruptionsStep 5 of theRelationshipSelling CycleCallObjectivesDemonstrations,Testimonials,Facts &Statistics,Samples, CaseHistoriesTheTie-DownSalesInterviewSettingsTheBottomLineTransitionalPhrasesPresentationSales ToolsAudiovisualPresentationsCreating aSocial MediaBackchannelUnits ofConvictionElementsDemonstrationPrinciplesElements of aGreatDemonstrationThreeTruths inSellingEffectivePresentationTacticsThePresentationSales CallPlanningInformationGet, Ask,EncourageSalesCallPlanningSalesPresentationStylesPresentingValueParticipationOffer, Wait,Restate,Invite, &EnsureSituationalSellingUnits ofConvictionEvidenceto SupportClaimsBeginwithPlanningFeaturesandBenefitsPurposes ofthePresentationFeature,Transition,Benefit,Evidence,Tie-downProduct-AnalysisWorksheetHandlingInterruptionsStep 5 of theRelationshipSelling CycleCallObjectivesDemonstrations,Testimonials,Facts &Statistics,Samples, CaseHistoriesTheTie-DownSalesInterviewSettingsTheBottomLineTransitionalPhrasesPresentationSales ToolsAudiovisualPresentationsCreating aSocial MediaBackchannelUnits ofConvictionElementsDemonstrationPrinciplesElements of aGreatDemonstrationThreeTruths inSellingEffectivePresentationTacticsThePresentationSales CallPlanningInformationGet, Ask,EncourageSalesCallPlanningSalesPresentationStylesPresentingValueParticipationOffer, Wait,Restate,Invite, &EnsureSituationalSellingUnits ofConvictionEvidenceto SupportClaimsBeginwithPlanningFeaturesandBenefitsPurposes ofthePresentationFeature,Transition,Benefit,Evidence,Tie-downProduct-AnalysisWorksheet

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