BASICS OF SALES

Samples are an invaluable aid a salesperson can use to peak the prospects interest in his product during the presentation, or after a discussion on the product.

The old adage “ a picture is worth a thousand words' is compounded twenty times that when a prospect not only sees the product but also feels it and touches it. Hearing about something is good, seeing it is better, but handling it is the most beneficial. Simply put when the customer's senses are involved with the product to a greater degree it is more beneficial to the customer and the presenter.

To get the best results while using samples during your presentation try this:

A- It goes without saying only use samples that are clean, in good condition,and are able to do what they are intended to do. Never use or give out a sample unless you checked it out and are sure it functions properly.
B- Never leave a sample unless you have shown the customer how to use it .
C- Make sure the samples you choose fits the customer's needs. Using any other samples is confusing and a waste of time.
D- Never show too many samples at once. (two at the most). More than two is overwhelming and confusing. In this case too much of a good thing is not a good thing.
E- Maintain control of the presentation and the handling of samples. It is best not to let the customer handle them during the presentation, it detracts from their concentration. If the customer reaches for them, stop talking, smile, pause, let them handle it momentarily, then judiciously and politely take it out of their hands. Pause a moment; smile; and continue.
F-Leave literature pertaining to the product with as much pertinent information as possible. It should contain size, colors, dimensions, ordering information. Anything that can be used for quick customer referral.

When you are finished remember this it is of utmost importance, pause and say “ let me just go over these few points again”. No matter how thorough you thought your presentation was, if the customer didn't understand it, it was a failure. The customer is not going to admit they didn't understand something. Once again, this is crucial; if the customer didn't understand something they are not going to admit it. This approach of restating a few points once again allows for this important point and it may be the difference between success and failure. Someone once told me; "listen, I am only going to say this three times", and they continued to do just that, they repeated themselves three times. I got the point.

Before you leave set up a time and date to review the customer's feelings and impressions. Most important follow up by phone as soon as possible to make sure:
A- Nothing was overlooked.
B- The customer understood everything.
C- There are no questions that can impede your progress.
It is critical that everything pertaining to your product is understood and accepted. If this is not the case then no matter how good your product or presentation is or was, you would have failed.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips.

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