The most effective way of performing a demonstration is to use a well thought out sequence and choice of words in explaining your product. Many times one of the best places to find this information is through the printed material furnished by your company. (Refer to My blog on Aug 1st 09). Try your company reference library, sales trainer, or sales manager.
As you go along you will also discover things for yourself through observation and experience. Combine the best of all the options you encounter and adapt them to your own style and personality for best results.
Find out the familiarity the prospect has with your product at the outset, then demonstrate it on his level according to his needs and the situation.
Elements of the demonstration:
1- First off introduce your company and the product.
2- Explain the features in a logical sequence.
3- At first demonstrate simple applications.
4- Expand applications using additional features.
5- Some of My colleges recommend letting the prospect handle the product, for a very brief period of time. ( I prefer keeping the product out of the customer's hands completely at this point. I only want them to handle it at the very end of the presentation ). ( Refer to My blogs on Sept. 9Th, Aug. 3rd )
6- Apply the product to the prospect's needs.
7- Get agreement on the main advantages.
8- Anticipate your competition and always keep them in mind.
9- Answer objections.
10- Always be closing.
The “Golden Rule” is the more demonstrations you make the better you become. Critique yourself and ask the opinion of others who observed you.
ACCEPT CRITICISM WITH EASE. WHEN SOMEONE IS THROUGH CRITICIZING YOU, YOU ARE ALMOST ON YOUR WAY TO BECOMING A PRO.
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 the site above and let me show you how I can make you a “Top Salesperson”. I know it works and I stand behind it. Common sense is always the best way to judge something.
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