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WHERE YOU GIVE YOUR SALES PRESENTATION IS IMPORTANT
Submitted by:
Joe D'Ambra
One of the biggest assets any salesperson has is the ability to give a top notch presentation. Where to do it can often be as important as the demonstration itself.
A superior presentation can often be the difference between securing the order and losing it. Even if you have a superior product, one that is the best of it's kind in the market, that product still can not tell the story to your customer. It is the demonstration that tells the story and sells the prospect. It falls on you the presenter to make the sale with a superior demonstration.
One place you can demonstrate your product is in the customer's office or store. This gives the customer a psychological felling of ownership. This is an excellent tactic if you can do it. You meet personnel and decision makers and use the product in the customer's own surroundings and on their own work. A poor presentation can often lead to further call backs, an undecided prospect and loss of an order.
You can also demonstrate your product in your own office. Here you have the advantage of having a location you are comfortable with. You can be sure there are no interruptions, and you have the customer's complete attention. The benefit of having the customer's complete attention is of no small value since it probably comes at the end of a long process to even get to this point.The demonstration is the culmination of the whole process.
Since prior calls were made to set up this scenario the demonstration is the obvious and most normal place to close the deal. Make yourself comfortable with the surroundings. The customer has all the facts in front of him and everything is fresh in his mind. If the presentation is top notch the order should be yours.
Thank you
Joe D'Ambra
www.basicsofsales.com
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