1. Product Presentation
Step 3

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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

9. 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…

10. 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?”

11. 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

12. 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?