Sales Presentations

There is a big difference between simply presenting your product or service to a potential client and carefully recommending your product or serves as something that solves a specific problem, fills an exact want, satisfies a stated need or provides a unique answer that the prospect is seeking. In the final analysis, the only reason your prospective client would buy anything from you is if he or she can see that what you offer is more valuable than simply doing nothing or purchasing from your competition.

Some products easily lend themselves to a demonstration, while others do not. Nonetheless, no mater what products or services you are selling; you should always look for ways to demonstrate it.

Demonstration tactics ask your potential client to come out of their passive state and participate in the decision-making process. The beauty of demonstrations is that it strengthens your potential clients belief in your product or services.

The old days of a sales professional standing in front of a potential client and seamlessly demonstrating the whiz-band aspects of a product or service are all but gone, or should be. Customers in these scenarios typically feel that the salespersons can get any gizmo to work, but who knows if that is just the big act and the product is impossible to operate? (ever buy something at the store and get it home and find the instructions near impossible to figure out or the thing just won't work?)

This means that your product or service demonstration should always include a hands-on participation by your prospective client. Let them get behind the wheel, sit down at the keyboard, try on the coat, play the guitar, listen to the speakers, kick the tires, take it for a test drive... It is one thing for you to say that your product or services are user friendly, but it's an altogether different matter when your prospective client tries it out and learns that fact on his or her own.