Demonstrations should put the product in the hand of the prospect. Presentations are usually for services that typically cannot be experienced during the sales process. In this video, learn how the concepts of authority, consistency, scarcity, and contrast affect this stage.
- Have you ever had a salesperson who spoke…for 30 minutes nonstop and thought…they did a great job presenting?…But how did you feel?…If you are like most people, you probably felt bored.…This is not an effective presentation.…In fact, it's sometimes referred to as…to show up and throw up.…The presentation is your chance to share how your product…or service can meet the needs of the prospect.…During the qualification phase, I emphasized…that questions were the key to a successful sale.…
That's so because of the principle of consistency.…This principle tells us people generally feel better…about themselves when they do what they said they would,…and they rarely argue against their own logic.…For example, in the qualification phase,…one question you should have asked was exactly…what it would take for the prospect…to choose you and your product or service.…You ask this not only to find out what you have to do,…but also to incorporate it into your presentation.…You might say, Alice, when we met last time,…I asked what criteria would come into play…
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- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals