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