1. Anatomy of a Sales Plan Presentation & Action Selling
Lakesia Wright
1. Introduction: Companies History
A. Include Stock Information
B. Mission Statement
2. Companies Philosophy this can be combined with
3. Companies Unique Selling Message
4. Selling Objective, this will answer the question why are you here?
5. Products & Services (do not include features)
6. What the company can do for you.
7. List other companies you have done business with.
Usually this is the top five accounts / small / medium / large
8. How you compare to your competitors: Usually this is a Chart presentation
comparison of your products and services, compared to your competitors
9. Summary. Usually this is a bullet listing of objectives, unique selling points and
solutions to possible problems determined by marketing actions of the company .
10. The Closing: Sales Person is to ask are there any questions,
A. Always ask to proceed , then start by asking questions to uncover needs and open
a two-way dialogue with the prospect.
B. This is where the sales person show solutions to any problems, then ask more
questions to overcome any objections.
C. Show the product to be offered including features and functions and ask for the
sale. This is usually not a brochure but a more detailed itemization of the
products or services capabilities. Recommended for Enterprise Business. Small
business service providers can us a brochure.
D. Thank them for their time by leaving behind, promotional items, and brochure
information about products and services, a business card.
E. Most important if the offer is accepted ask for referrals. If the offer is not then,
ask when they think they would be ready to make a purchase and ask if you can
follow up with them at that time. If the offer is not accepted for any other reason
accept money, such as additional information and technical areas outside of your
control, then ask them, if they would mind if your manager can contact them to
answer specifics about technical concerns or other areas.