Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
Discover Why Sales Demonstration Skills Are Key To Success
By, Nick Moreno
Looking back at my early days in sales, one would think that I’d be the last one to talk about sales demonstration skills and techniques. At this moment, I’m thinking about a product demonstration I conducted many years ago that went all wrong. Let me start by telling you that at the time, I truly needed to improve my product demonstration skills. I’ve learned a lot since then so I have some advice for you about product demonstration skills.
The product was an automatic printer and when I leaned over it, my tie got caught in the machine. Talk about embarrassing! Well, that was then and this is now, so here is some advice about product demonstration skills. This is how to improve in sales.
Benefits Of Solid Product Sales Demonstration Skills
What exactly are we demonstrating in a product demonstration? The obvious answer is “features” but product demonstrations need to go well beyond “features”. This is key to understanding product sales demonstration skills.
Improve Product Demonstration Skills
Features are important but benefits are everything. The salesperson must connect the dots for the prospect and translate features into benefits. Early in my career, I was taught to say “So What?” to myself every time I demonstrated a product’s features. That simple question forced me to get focused on benefits. So, forget the “mop” and sell the “clean floor”. You’ll improve your product demonstration skills when you sell benefits instead of features.
Focusing On Your Prospect Is A Sales Demonstration Skill
An effective product demonstration has the prospect imagining what it would be like to actually use the product. So, the salesperson must mentally place the product in the prospect’s hands. This is accomplished with phases such as,
“Once you start using this feature, you will no longer have to,”
” Imagine the benefits of not having to,”
Can you see why focusing on your prospect is such a powerful product demonstration skill?
The Sales Process And Product Demonstration Sales Skills
Never just launch into a product demonstration. Instead, follow the Sales Process and uncover why your prospect has a need for the product. Do some probing and uncover problems your prospect is experiencing that can be solved by the product. Then, demonstrate your product with an emphasis on how the product solves your prospect’s problems. Sales skills are also product demonstration skills.
Stay Interactive – Sales Demonstration Skills
An effective product demonstration is not a lecture. Ask questions and keep your prospect involved in the demonstration. Remember this sales technique and it will serve you well. Solid product demonstration skills allow you to get your prospect involved.
Important Product Demonstration Skill… Sell Your Product
The purpose of a product demonstration is to generate a sale. So, stay focused on sales strategies before, during and after your product demonstration. At the end of the product demonstration, you must ask for the order. If you are having a problem closing the deal after the product demonstration, I urge you to get some sales training.
I hope you will use these product demonstration skills to increase your commissions.
May all your product demonstrations result in sale!
Nick Moreno, Sales Coach
The National Sales Center
ADDITIONAL ARTICLES OF INTEREST