1 / 0

Presenting the Product

Presenting the Product. Ch. 14 ME. Section 14.1. Product Presentation. Show and Tell. Which products do you show? What price range should you offer? How many products should you show? What do you say? Layman’s Terms – are words the average customer can understand.

tommy
Download Presentation

Presenting the Product

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Presenting the Product

    Ch. 14 ME
  2. Section 14.1 Product Presentation
  3. Show and Tell Which products do you show? What price range should you offer? How many products should you show? What do you say? Layman’s Terms – are words the average customer can understand
  4. Make the Presentation Come Alive Displaying and handling the product Demonstrating the product Using sales aids Involving the customer Holding the customer’s attention
  5. Section 14.2 Objections
  6. Understanding Objections Objections – are concerns, hesitations, doubts, or honest reasons a customer has for not making a purchase Can be presented as either questions/inquiries or statements Excuses – are reasons for not buying or not seeing the salesperson
  7. Plan for Objections Can occur at anytime during the sales process and should be answered promptly Can guide you in the sales process by helping you redefine the customer’s needs and determine when the customer wants more information Welcome objections; they are not necessarily the sign of a lost sale Objection analysis sheet – a document that lists common objections and possible responses to them
  8. Common Objections Need Product Source Price Time
  9. Four-Step Process for Handling Objections Listen carefully Acknowledge the objections Restate the objections Paraphrase – is to restate something in a different way Answer the objections
  10. Specializing Methods of Handling Objections Substitution Substitution Method – involves recommending a different product that would satisfy the customer’s needs Boomerang Boomerang Method – bring the objection back to the customer as a selling point Question Superior Point Superior-Point Method – is a technique that permits the salesperson to acknowledge objections as valid yet still off-set them with other features and benefits
  11. Specializing Methods of Handling Objections Denial Demonstration Third Party Third-Party Method– involves using a previous customer or another neutral person who can give a testimonial about the product
More Related