Product Presentation Step 3

Objectives Describe the goal of product presentation Explain how products are selected for the presentation Explain what do say during the presentation List techniques that help create effective product presentations

Organizing the Product Presentation The main goal of the product presentation is to effectively present the features and benefits of a product that best match your customer’s needs and buying motives

Show and Tell Deciding on what product or products to show to your customer Sharing your expertise on the product(s) Which products do you show? Learning customer’s intended use of product helps come up with products/samples to meet those needs Ask questions to get feedback so you know you have the right product for the job

Show and Tell What price range should you offer? You may not know their price range Begin by showing a moderately priced item You can move up or down depending on customer’s feedback If offering consulting services or a quote on a major project (renovating a kitchen) you may need to get their budget first Don’t introduce price early on in the presentation unless it is a major selling point You need to show how valuable your product is first

Show and Tell How many products should you show? To avoid overwhelming, avoid showing over 3 products at a time It is difficult to remember features for more than 3 items

Show and Tell What do you say? Present the products SELLING POINTS Explain features and how they relate to the needs of the customer Use highly descriptive adjectives – avoid generic descriptions such as pretty, nice, and fine Avoid slang When selling to retail, use words that are easily understood

Plan the Presentation Presenting & Demonstrating the Product Handle the product with respect using hand gestures to show significance of certain features Demonstrating a product that requires “operation,” such as a camera, helps build customer confidence

Plan the Presentation Using Displays and Sales Aids In retail selling – product displays can help in presentation (mannequins) Sales aids – samples, fabric swatches, reprints of newspaper and magazine articles, audiovisual aids, and models Warranty info, pictures, videos, graphs/charts Could show articles that rate the items performance, Letters, testimonials, etc…

Plan the Presentation Involving the Customer Get the customer physically involved with the product ASAP Appeal to the 5 senses Ask questions that are guaranteed to produce a positive response “This jacket is wind and water resistant. Don’t you think that will come in handy on an outdoor trip?”

Plan the Presentation Holding the Customer’s Attention The customer is usually more attentive when doing more than just listening to what you say If you are losing their attention, ask a simple question This is key to keeping the customer involved

Question What is the goal of product presentation? To effectively present the features and benefits of a product that best match your customer’s needs Why would you wait to introduce the price of the product or service until later in the presentation?