SALES103: Public Speaking for Sales

3.2: Understanding the Sales Presentation

• 3.2.1: Persuasive Sales Strategies

  • Communication in the Real World: An Introduction to Communication Studies: "Section 11.4: Persuasive Strategies" >

    This section deals specifically with persuasive strategies. As you read, consider how you could implement the strategies discussed in a sales situation.
    

• 3.2.2: Overcoming Objections

  • John Doerr's "How to Turn Client Objections into New Sales" URL

    In this podcast, John Doerr addresses how to respond when a client has objections or slows down the sales process.
    

• 3.2.3: Feature vs. Benefit Distinctions

  • Ingrid Cliff's "Features vs. Benefits: Making the Complex Simple" URL

    This article gives a clear and useful explanation of the differences between a feature and a benefit. Think of items you own and pretend you are going to sell them. Identify the features and benefits of the items and decide how you would promote them.