Demonstration / Presentation

Question 1

What is the demonstration step?

Answer 1

Proposal time!! To show how xxx will help fulfil problems discovered from needs discovery step:
-in person
-educating and persuading for a sale

Question 2

What is a FEATURE

Answer 2

10% - what it IS or DOES
-design-durability-smell-taste-touch-etc.

Question 3

What is a BENEFIT

Answer 3

90% - the ADVANTAGE
answers : “what’s in it for me?”
(mention allllllll the benzzzz nec.)
main focus in demonstration**

Question 4

Be sure to mention _______ to use as additional support to selling

Answer 4

customer’s ORIGINAL/DOMINANT BUYING MOTIVES

Question 5

“end benefits” / “big picture benefits” = examples

Answer 5

-time saved
-money saved
-more x for less
-less stress
-more profit
(ALWAYS present HOW)

Question 6

What is QUANTIFYING VALUE

Answer 6

To translate potential value (of money saved, or revenue per dollar, etc.) into $$$
-
Showing benefits on paper for prospect to really see it.

Question 7

Define anecdote

Answer 7

A type of example presented in a story/scenario that makes it easier to understand

Question 8

Methods to clearly communicate benefits

Answer 8

1. Pen and paper
2. Walk through step by step how it works, how simple it is to start
3. Show positive feedback as reference
4. EDUCATE (clear, with patience)