Effective Techniques for Product Presentation Success
Learn how to create lively and effective product presentations by organizing your presentation, making effective presentation decisions, and engaging customers. Discover techniques for displaying, handling, and demonstrating products to showcase their value effectively.
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Presentation Transcript
Product Presentation Chapter 14 Presenting the Product Section 14.1 Product Presentation Section 14.2 Objections
Product Presentation Objectives Describe the goal of product presentation List four techniques that create a lively and effective product presentation Marketing Essentials Chapter 14, Section 14.1
Organizing the Product Presentation Product Presentation: the 3rd step in the sales process in which you share your knowledge of the product with customers Goal: Match needs of customer to product s features & benefits Use that information to begin framing your product presentation
Two Presentation Decisions for A Salesman 1.What product or products to show your customer Have a couple of product options in various price ranges Show no more than three products at a time Start with the mid price range product Show value of product through the features/benefits 2.What to say and how you are going to say it Use Layman s terms words the average customer can understand Speak about what the product benefits are Avoid introducing price early Avoid unclear words such as slang
Make the Presentation Come Alive Four factors for creating a product presentation: 1.Displaying and handling the product 2.Demonstrating the product 3.Using sales aids 4.Involving the customer Marketing Essentials Chapter 14, Section 14.1
1. Display & Handle the Product Creatively displaying the product attractive displays Show the product in Good lighting Handle the product with respect Use hand gestures to show the significance of certain features Marketing Essentials Chapter 14, Section 14.1
2. Demonstrate the Product Demonstrating the products use take it down or out of the packing if possible If unable to demonstrate - use sales aids in your presentation
3. Use Sales Aids in Presentation Sales aids include: Samples Reprints of articles Audiovisual aids Models Samples Photographs Charts Customer testimonials Warranty information
4. Involve the Customers Let the customer try the product if possible Give free samples if possible Customer will experience the product and base the decision on that experience! The key is keeping the customer involved
Product Presentation Study Organizer Use the chart to take notes about how to create an effective product presentation. Two Decisions for Presentations Four Factors for creating a presentation Goal of Presentation Marketing Essentials Chapter 14, Section 14.1
