National Sales Center

Effective Product Demonstrations Are Key To Success

Demonstrating a product to a prospect could be tricky if you don’t understand how these presentations fit in the Sales Process. In terms of the Sales Process, a product demonstration is part of the Presenting Solutions step in the Process. Once you keep that in mind, your presentations will be much more effective. So, let’s put this strategy to work. Here is some advice about effective product demonstrations.

Keep in mind that you are really not demonstrating a product, you are presenting a solution to your prospect’s needs. You are not there to teach or show your prospect how a product operates. Instead, you are educating your prospect on how to solve a problem. Leave it up to the Product Trainers to educate clients how to operate a product. Your job is to show how features will BENEFIT your prospect. Everything changes when you adopt this train of thought when applied to effective product demonstrations.

The Key To Effective Product Demonstrations

The fact that your product may be faster at doing something isn’t important. What’s important is the benefit the extra speed generates for your prospect. Perhaps that extra speed will make your prospect more productive or save them money. If so, sell the “added productivity” or the “savings”. Never leave it up to your prospect top connect the dots during a product demonstration. The top sales pros always connect the dots for their prospects ant that’s the key to effective product demonstrations. I cover this skill in my sales training programs.

Video To Help With Effective Product Demonstrations

Effective Product Demonstrations That Work

Always demonstrate a product as if your prospect was using it. You must figuratively place the product in your prospect’s hands. Use phrases like “once you start using this” or “as you use this”. The key is to have your prospect imagine what life would be like once they start enjoying the benefit of your product. This strategy also leads to an assumptive close. Use phrases like “Isn’t this what you need”. Once your prospect confirms that they need your product, assume the sale is closed and start taking the order. I hope you can see how this leads to more effective product demonstrations. The key is in the sales process.

I hope you’ll remember these product demonstration tips and I hope they’ll help you give more effective product demonstrations.

To your outstanding sales success!

Nick Moreno

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Tags: product demonistrations, Sales Training