Demonstration Impact Selling Objectives increase credibility increase prospect

Demonstration Impact Selling

Objectives • • increase credibility increase prospect involvement increase prospect desire creating a lasting impression

If a picture is worth a thousand words then a demonstration is worth a thousand pictures

Psychological studies have shown that people receive 87 % of their information on the outside world through their eyes and only 13% through the other four senses.

Sales Demonstration Checklist • Is the demonstration needed and appropriate ? • Have you developed a specific demonstration objective? • Have you properly planned and organised the demonstration? • Have you rehearsed so that the demonstration flows smoothly and appears natural?

Sales Demonstration Checklist • What is the probability that the demonstration will go as planned? • What is the probability that the demonstration will backfire? • Does the demonstration present your product in an ethical and professional manner?

Get Participation in your demonstration • let the prospect do something simple • let the prospect work an important feature • let the prospect do something routine, frequently repeated • have the prospect answer questions throughout the demonstration

This allows you to • determine the prospect’s attitude towards the product • to progress in the demonstration or wait and answer any questions or address any objections • aid in getting the prospect into the positive ‘Yes’ mood • set the stage for closing the sale