As you begin your demonstration never ever, never ever, never ever hand your prospect a piece of literature or the product to play with. It is another unproven fact that as soon as you hand the prospect anything to read or play with their hearing shuts off and they do not hear a word you are saying. They are also able to bring up objections that you were going to cover in your demonstration.
As you proceed through your demonstration be sure to “trial close” after every second or third feature and certainly after any significant feature. Additionally, if you get the feeling your prospect is losing interest you can use trial closing to get them back involved in the conversation.
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.
