prospect trusts and –respects.
o
Shock
Approach
presents a shocking statement of what could
possibly happen if the prospect does not buy
your product.
actually hand the product, or the physical
representation of it, to a prospect to produce a
positive reaction.
o stirs interest
o permits a demonstration
o makes a multiple sense appeal
o Creates a feeling of commitment to listen and to
participate actively in the presentation.
o If bringing the actual product is not feasible, you
must use other devices (model, sample, picture,
…) : This serves to help the prospect focus and
hold attention on your product
o
Product
Approach
o
doing something unusual to capture the
prospect’s attention (example, dropping a “new,
unbreakable china” platter to demonstrate
durability).
o
make the prospect curious about your product.
Opinion
Approach
o
ask the prospect for his opinion on your
products.