Sales Tip: List out features and benefits for demos

Language is important when lining out features and benefits, but demonstrations are an important part of the process as well. Here are some hints to great demonstrations.

• Make a list of the top features of the product you want to demonstrate. Don’t get too fancy, as these are just the features. 
• Automatic on/off switch
• Digital readout
• Low battery alarm
• USB port
• Make a list of those features’ advantages.
• The automatic on/off switch turns the unit off after 10 minutes of no activity.
• The digital readout gives you the exact result in an easy-to-read window.
• The low battery alarm warns you when to recharge the unit.
• The USB port connection is where you download the readouts and recharge the unit.
• Make a list of the benefits that are meaningful to the users.
• The automatic on/off switch turns the unit off after 10 minutes of no activity so you won’t have a dead battery when you need it most unlike those models that don’t offer this feature.
• The digital readout gives you the exact result in an easy-to-read window so no mistakes or hard gauges to read. like on the lower priced units.
• The low battery alarm warns you when to recharge the unit again so it’s ready when you are.
• The USB port connection is where you download the readouts and recharge the unit. This feature alone is unique to our product, allowing you to give your customer a printout of the manifold pressure in black and white.
• Be prepared. If you are going to need supplies, like a nail to cut or a connector to crimp, have them ready before you start.
• If at all possible, carry the product you are going to present in to your sales call in a case, bag, or some type of covering so the customer does not have a chance to form an impression of the product before you say anything.