Sales Presentation Instructions

Use the appropriate planning tools and information to build your Sales Presentation.

Instructions

Sales Presentation Objective:

• Sell a financial services product or plan to your client

Your job for the Sales Presentation is:

• Create a plan for the presentation - this is afollow-up meetingwith the client

1. You'll need to hand in:

• Your plan - including outline and elements of presentation mix
• A FAB Worksheet for the product(s)
• An outline of the objections you expect and what you might say to overcome them

The presentation should take no more than 10 minutes I'm going to mark you on your plan, your communication skills, and selling skills e.g. listening, empathy, KISS, overcoming objections, presentation mix

Client Selection:

• Choose from one of the following 3 clients

1. Female, late 20s, single, works as a software developer in the mobile communications industry, is looking to purchase first home
2. Male, late 30s - early 40s, married with 4 children (ages 16, 14, 12, 8), dual income family, works as a National Director of Sales in one of the large banks, very active sportsman, wife is in the advertising business - project manages a number of large corporate accounts
3. Male or Female, late 50s - early 60s, about to retire, married (spouse already retired), owns house and a cottage outright, plans on travelling as much as possible during retirement - loves cruises and golf, has 3 children and 4 grandchildren...with 2 more on the way