Sales Tip: Demo from end to end

June 3, 2020
When presenting a screwdriver, demonstrate the features starting at the tip and end at the handle; present all the important features the tool has in that order.

I always found it easiest to do a tool demo from end to end so I wouldn’t forget anything. For example, when presenting a screwdriver, demonstrate the features starting at the tip and end at the handle; present all the important features the tool has in that order.

Bring your presentation logic home to the prospect. That means make it meaningful to the person you are speaking to. Explain what the benefit to them is. Tell the BMW technician how your tool will help them do their specific job better and faster. “You know how hard it is to get way down into a BMW steering column to turn the fasteners? This 24-inch screwdriver will make that task a breeze.” Or, “You know how easy it is for a drill bit to skid when it starts and give you an off-center hole, or worse, it scratches your customer’s paint? This CatsPaw automatic center punch easily produces an indentation that will position the hole correctly every time.” Both of these statements are logical and personal to any customer who works on BMWs or drills holes.

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