How do you go about introducing a new product? What are the most salient points to cover? How do you present it so you cover all the key points in the briefest possible time while maintaining the customers' interest? Sounds like a lot to do and truly it is. Let me give you some starting points:
A- At the beginning pay close attention to the person picked to present the product to you. Take notes. Ask questions. Make sure you understand it as well as you are able to.
Next read all the literature connected with it and particularly the product fact sheets when they become available. Be familiar with all advertising approaches your company will take connected with it. Read all the handouts, brochures, and distribution materials your customers' may receive.
B- Handle the product yourself. See if it does all it is supposed to do and rate for yourself how it does it. This will come in handy later when you make your presentations. You will know what to concentrate on and what to be wary of. Know how to handle it so you appear well versed and smooth. Become one with the product.
C- Create your presentation from the feel you get from handling the product and the literature concerning it. Always gear your presentation to how it will satisfy customer needs and overcome your competition. It is also a good idea to prepare a competitive presentation from your competitions' point of view aimed at your product.
D- Find out if the product replaces or compliments something the customer is using now.
E- Keep an ongoing file to reflect any changes to the product or literature.
1- Pay attention when the product is presented.
2- Handle and become familiar with it. You judge it's worth.
3- Read everything the company puts out about it in terms of how it works, what it does, and how it is presented and how it affects the customer.
4- Envision how the customer will use it.
5- Keep records of any changes concerning the product and literature.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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