Elements and Performance Criteria
- Prepare for presentation
- Obtain and organise products for use within a sales presentation
- Review product information to ensure familiarity with products
- Identify sales tactic options, and assess and choose them in terms of their ability to meet the needs and preferences of the prospect
- Consider a variety of sales solutions and prepare to meet buyer needs
- Identify and select sales aids
- Identify alternatives for prospects and assess them in relation to anticipated buyer needs
- Present a sales solution
- Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment
- Apply listening skills to determine buyer needs
- Use open-ended questions to identify buyer needs, preferences, motives and objections
- Adjust presentation to match the needs and preferences of the buyer
- Use persuasive communication techniques to secure buyer interest
- Demonstrate and explain products to enhance buyer retention
- Ensure the presentation communicates the key features of the product and emphasises benefits in relation to identified buyer needs
- Obtain and present proof of benefits through product purchase
- Utilise sales aids to build buyer understanding of how the product is aligned with needs
- Manage buyer resistance