The most effective way of performing a demonstration is to use a well thought out sequence and choice of words in explaining your product. This is a continuation and explanation of the first five points enumerated in My previous Blog entitled “ Elements Of A Top Presentation”. Points six through 10 will appear on My next Blog.
1- Introduce your company and the Product
First prepare the prospects' mind for what you are about to show him. Classify your product and define it, and if possible mention its' reputation in the industry. In this manner you sway his thinking to dispose him more readily to accept your statements about the product and the results that are obtainable to him and his business.
2- Explain the features in a logical sequence.
This is important. You must in your mind have a fixed sequence to follow. Prospects' do not buy what they do not understand. Being clear is the first step in your presentation. By following the proper sequence you can build towards peaking interest and conviction. This can lead more easily to an order.
3- Demonstrate simple applications at first.
Apply your product towards the prospect' own work as quickly as possible. Doing this early in the presentation will hold the prospects' interest more readily. Do not be verbose, it takes up the customers' time and may cut into your time if you are under a time restriction.
4- Expand applications using additional features.
This part of the demonstration deals with the remainder of the featured applications regarding the product. Try to cover only those features that are important. Features that will not come up right off, but will be of use to him eventually. It also will assure them you have a lot more to offer, and you are not hiding anything.
5- Let '' The Prospect'' operate the machine or product. ( That is what the “book” says').
When the prospect operates or handles the product, they bind with it personally. It should be made to appear simple and, also give him a taste of ownership.
I personally never like to relinquish control of my product this early in the demonstration. Letting the prospect handle the product at this point in the presentation breaks the continuity. It can also lead to other areas that are not best handled at this juncture. I like to finish the presentation in its' entirety and then say something like “ Let me review just a few points at this time”, this enables a quick review of important points before the prospect handles the product. It can make a world of difference at this point.
After you become proficient at demonstrating you can adapt this scenario to your own style and preference.
Part 3 to follow. Points 6 through 10.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
The blog you just read is the result of My 35 years of selling experience which accounted for hundreds of millions of dollars in sales over the years. Please click the free preview on www.basicsofsales.com and let me show you how I can make you a “Top Salesperson” and a top earner.
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