Demonstration
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A well planned
demonstration
will
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Planning a
Demonstration
Getting
Participation
in a
demonstration
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Sales
Demonstration
Checklist.
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o
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o
The
salesperson's
curse
o
o
Catch the buyer's interest
Fortify your points
Help the prospect understand
Keep you interested and enthusiastic
Cut down on the number of objections
Help you close
Get the prospect "involved"
Concentrate the Prospect’s Attention on You
Demonstrate Your Interest in the Prospect start off by handing them something
Demonstrate Benefits not features
Let the prospect do something simple.
Let the prospect work an important feature.
Let the prospect do what he would frequently
do.
Ask the prospect questions throughout the
demonstration.
Is the demonstration needed and
appropriate?
Have I developed a specific demonstration
objective?
Have I properly planned and organized the
demonstration?
Have I rehearsed to the point that the
demonstration flows smoothly and appears
to be natural?
What is the probability the demonstration will
go as planned?
What is the probability the demonstration will
backfire?
Does my demonstration present my product
in an ethical and professional manner?
"You know your product better than you
know how your client's business can use it."
You must determine what kind of buying
decision to recommend to the prospect