V The Tool Kit
The following tools have been designed to make it as simple as possible for you to apply the concepts in this book. You can download and customize them for your use at www.precisionsalescoaching.com and www.makeitallaboutthem.com.
Tools
The Sales Presentation Checklist
Designed as a quick reference for the salesperson, it captures all of the critical activities that are involved before and after a sales presentation.
The Intelligence List
A list of information to gather in advance of the sales presentation.
The Timeline
A framework that you can use to plan the activities and timeline associated with a sales presentation.
The Storyboard
To be used by the salesperson to map out the entire presentation, and by individual team members to map out their section of the presentation.
The Strategy Session
Suggested agenda, objective, and approach for facilitating the strategy session, which is designed to capture the messages, timing, and agenda for the sales presentation.
The Rehearsal
Suggested agenda, objectives and approach for facilitating the rehearsal.
The Big Day
To be used on the day of the sales presentation to remember all the little details.
The Debrief
To be used after the sales presentation to capture client information and insights from the team, solidify next steps, and assess the team's performance.
THE SALES PRESENTATION CHECKLIST
Congratulations! You have been invited to present. Use this checklist to be certain you remember every detail.
THE INTELLIGENCE ...
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