BASICS OF SALES

The most effective way of performing a demonstration is to use a well thought out sequence and choice of words to explain your product.

Part Three. Points Six Through Ten. Conclusion

6- Apply your demonstration to your prospect's work
This is where you apply the product to your prospect's specific needs. This must be done because it interprets the product in terms of convenience, economic functions, information and any other points that are essential to be met if the sale is to be made.

7- Get agreement on the main advantages.
You usually can get agreement throughout the demonstration by asking leading questions. When you get continued agreement on individual features throughout the demonstration it leads to progressive approval of the whole proposition.

8- Anticipate Competition.
Remember to stress all those features which are exclusive to your product. Let the salesperson presenting your competition play catch up. This will also offset in advance those features which the competition may claim as outstanding.

9- Answer Objections.
Try to anticipate objections so you do not have to answer them later on in the demonstration. Whenever objections are expressed they should be treated as potential buying signals and should be turned into reasons to buy.

10- ALWAYS BE CLOSING.
Close early and often. Do not prolong the demonstration unnecessarily. When you feel the demonstration is at a high point and the prospect is most impressed, Close. The close is the measure of a good demonstration.

Make the demonstration as short as possible while covering all the important needs of the prospect. Close at the “High Point”. Demonstrate to sell not just to demonstrate. Close at whatever point you feel is appropriate.

Thank you
Joe D'Ambra
www.basicsofsales.com
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