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Essentials of Good Demonstration

 

Demonstration highlights the various attributes of the product.

You should encourage demonstration, if possible, due to the following reasons:

 

• It makes possible to show product features more clearly.

 

• A prospect's buying decision is reinforced since he/she is able to see the product work in front of him/her.

 

• It gives ‘hands on experience' on the product to the customer.

 

• It makes an impact on the senses of the customer.

• During demonstration, use easy-to-flow language rather than technical jargon as the latter makes difficult for some customers to understand.

 

• Use this task to prove the special or unique features of your product vis-à-vis other products available in the market.

 

• Give the customer an opportunity to handle the product himself/herself. This will boost the confidence of the customer.

 

• Cover all the aspects of the product. Explain all do's and don'ts of the product to the customer.

 

• Honestly accept the shortcomings of the product and clearly spell out its capabilities to the customer. This honesty may impress some prospects and may foster the good image of the company.

 

Demonstration can be used to highlight attributes such as utility, performance, service and quality of the product and is therefore imperative and essential for the prospect to make a buying decision.