| Anything a company furnishes you with to become a | | | | has it explained so there is no possibility of confusion |
| better salesperson should be taken advantage of, and | | | | or misunderstanding. Make sure the prospect |
| that includes "The Sales Presentation Manual". The | | | | understands each point before you move on to the |
| sales manual presents a step by step description of | | | | next one. |
| the product tightly constructed so that nothing is left | | | | 3- As with any presentation remain in control. This is |
| out. They are particularly useful for new salespeople or | | | | very important. Do not let the prospect "flip through it", |
| salespeople who have not made many presentations. | | | | handle it or or knock you out of sequence. If they |
| Some seasoned salespeople however, dislike using | | | | attempt to do any of these things take back control |
| sales aids that are so tightly structured, they feel they | | | | as quickly as possible with as little flair as possible, but |
| are too restrictive and do not leave much room for | | | | take back control. |
| interpretation, but for the inexperienced or unseasoned | | | | 4- Do not read through it verbatim. Follow it closely as |
| presenter they are very beneficial. Sales Manuals | | | | previously mentioned but do not appear as if you are |
| come in a variety of forms and sizes. They are a | | | | stoic or lecturing. Attach your own personality to it. As |
| clear adjunct to the presentation. | | | | with any presentation, tailor it as much as possible to |
| Using the manual correctly can furnish you with these | | | | your own style and set of selling skills but follow it as |
| clear advantages: | | | | closely as possible for content. |
| 1- You get the best results out of using a manual if you | | | | The "Sales Manual" is an excellent way to cover all |
| first go through it, understand it, and become familiar | | | | the relevant and essential parts of a product in the |
| with it. Familiarize yourself with it so you don't stutter or | | | | simplest way possible without omitting anything. It is an |
| stumble your way through it in front of the customer. | | | | excellent sales aid particularly for inexperienced |
| Practice going through it until you sound smooth while | | | | presenters. One important thing to remember, it is still |
| putting your points across with relative ease. | | | | your interpretation that brings it to life. |
| 2- When you cover a point, the prospect sees it and | | | | |