Situational Selling Begin with Planning Product- Analysis Worksheet Presentation Sales Tools Audiovisual Presentations Elements of a Great Demonstration The Tie- Down Features and Benefits Sales Presentation Styles Purposes of the Presentation Transitional Phrases Three Truths in Selling Feature, Transition, Benefit, Evidence, Tie-down Offer, Wait, Restate, Invite, & Ensure Handling Interruptions Effective Presentation Tactics Presenting Value Demonstration Principles Units of Conviction Sales Interview Settings Sales Call Planning Information Units of Conviction Elements Step 5 of the Relationship Selling Cycle Call Objectives Demonstrations, Testimonials, Facts & Statistics, Samples, Case Histories Participation The Presentation Get, Ask, Encourage Creating a Social Media Backchannel Evidence to Support Claims Sales Call Planning The Bottom Line Situational Selling Begin with Planning Product- Analysis Worksheet Presentation Sales Tools Audiovisual Presentations Elements of a Great Demonstration The Tie- Down Features and Benefits Sales Presentation Styles Purposes of the Presentation Transitional Phrases Three Truths in Selling Feature, Transition, Benefit, Evidence, Tie-down Offer, Wait, Restate, Invite, & Ensure Handling Interruptions Effective Presentation Tactics Presenting Value Demonstration Principles Units of Conviction Sales Interview Settings Sales Call Planning Information Units of Conviction Elements Step 5 of the Relationship Selling Cycle Call Objectives Demonstrations, Testimonials, Facts & Statistics, Samples, Case Histories Participation The Presentation Get, Ask, Encourage Creating a Social Media Backchannel Evidence to Support Claims Sales Call Planning The Bottom Line
(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.
O-Situational Selling
I-Begin with Planning
B-Product-Analysis Worksheet
N-Presentation Sales Tools
G-Audiovisual Presentations
O-Elements of a Great Demonstration
O-The Tie-Down
B-Features and Benefits
B-Sales Presentation Styles
G-Purposes of the Presentation
I-Transitional Phrases
O-Three Truths in Selling
O-Feature, Transition, Benefit, Evidence, Tie-down
N-Offer, Wait, Restate, Invite, & Ensure
I-Handling Interruptions
I-Effective Presentation Tactics
N-Presenting Value
B-Demonstration Principles
I-Units of Conviction
B-Sales Interview Settings
O-Sales Call Planning Information
G-Units of Conviction Elements
I-Step 5 of the Relationship Selling Cycle
N-Call Objectives
G-Demonstrations, Testimonials, Facts & Statistics, Samples, Case Histories
N-Participation
B-The Presentation
G-Get, Ask, Encourage
I-Creating a Social Media Backchannel
N-Evidence to Support Claims
G-Sales Call Planning
B-The Bottom Line