sales presentation checklist

Sales Presentation Checklist
1. Prospect Information (Assume your prospect is a "Driver." (pp. 201-207)
Company Name: __________________________Type of Business_________________
Key Decision Maker: ___________________________Job Title: __________________
Other Members of the Buying Center: Specify Names and Job Titles where Appropriate
Gatekeeper:
Influencers:
Users:
2. Needs and/or Opportunity Analysis
Statement of prospect's problem and/or opportunity as related to sales offering
Brief description of the product or service that you are selling
3. Prospect's Buying Motives
Rational Motives Emotional Motives
4. Competitive Situation: Describe current supplier’s product or service (if
applicable) and other key competitors.
Competitor Strengths Weaknesses
5. Sales Presentation Objectives: All objectives should relate to making the sale or
advancing the sale.
Major Objectives Minor Objectives
6. Sales Presentation Planning
A. Specific Benefits
Benefits to be stressed arranged in priority order (sequence to be followed in
presentation)
B. Information to Support Claims
Information needed to support claims for each benefit
C. Reinforcing Verbal Content (AV, collateral material, illustrations, testimonials, etc.)
D. Approach (Introduce yourself, thanks for the appointment, build rapport, then
use ADAPT method)
Plans for the first few minutes of the sales presentation:
Introduction, thanks, then:
Assessment
Discovery
Activation
Projection
Transition to Presentation
E. Questions and Objections (refer to pp. 221-225 and class handouts for methods)
Anticipated prospect questions and objections, and planned responses:
Questions and Objectives Responses
F. Prospect Commitment (refer to pp. 226-230 and class handouts for methods)
A preliminary plan for how the prospect will be asked for a commitment related to the
sales presentation objective:
G. Follow-Up Action:
Statement of follow-up action needed to ensure that the buyer/seller relationship moves in
a positive direction.
NOTE: This a WORD document utilizing tables. You can add or delete rows to the
table, as you need. You might refer to HELP - Tables - Add rows or columns to
tables if you need assistance.
This document is available on the CSU website. The address is
http://www.biz.colostate.edu/fac/tomi/