The Four Ps
In a sales presentation, you are educating the Prospective Deal Owner about your service, explaining why your service is ideal for their needs.
The Leads need to know the Four Ps:
- Explain the importance of preparing their Deal for sale and use examples of why this makes the difference.
- Find the price point, don’t form a price opinion before understanding the facts, be honest but also remember that businesses, unlike properties have an X factor that can sometimes provide results over and above what would be a typical sale price.
- Explain the marketing strategy and why competition and competitive tension amongst buyers can deliver better results. Remember, you can’t sell a secret.
- Explain why providing documentation and exacting standards of paperwork specifically the importance of an Information Memorandum, describing pitfalls that the company avoids through this.
Sales presentation checklist
Bring the following to the sales presentation:
- Computer, pens and writing pad
- Listing presentation
- Sample Information memorandum Version 1 Non-Food
- Sample Information memorandum Version 2 Food
- Business information pack
- Draft marketing plan