A few secrets of successful product presentation

Presentation - this is the stage in which the seller, after ascertaining the needs of potential customers, talks about his product and that it will bring to the client.

Presentation - a "one-man play," during which the seller describes the advantages and benefits of your product. This is the only part of the negotiations, when the seller is a monologue. All the rest of the client says, and the seller to ask your questions or answers to customer questions.

Ability to hold a bright and accurate presentation - great art. Depending on how you sell to customers on the phone or in person, the advice may be different.

Let's look at two options.

Option number 1: Presentation by phone

Effective conversation on the phone does not last more than 3-7 minutes. Longer few people will listen, and if they will, then the information is simply not accepted. Therefore, the presentation by telephone to conduct a short, precise and vivid.

In short: you have about 30-60 seconds, which is to convey to the customer the benefits and advantages of working with you. Longer he will not listen.

Exactly: talk about the benefits and value of your product to the customer. If you had a high quality work to determine the needs of the client, then you know which levers to push.

Bright: add intonation and emotions in your story. You need to love and believe in their products to speak of it with delight. Then the buyer will believe in what you are offering him the best and most suitable product.

Option number two: presentation at the meeting

Personal meeting as opposed to a call can last longer than 7 minutes, sometimes a few hours, depending on the complexity and importance of the issues.

To information presentation has been accepted, must be made to listen to you buddy. To listen to you, you need to talk about issues of concern to the client.

The methods of presentation

The presentation can be done in several ways:

1. Tell us about your product and its benefits for the customer.

2. Tell about your product, how it solves a customer's problem, and that the client will eventually (almost the same as the first point, only more colorful and detailed.)

3. The most interesting way of presentation:

• Clarify the problem that a potential customer wants to solve - to ask clarifying questions. For example: "Do I understand you, you want to increase sales?".

• Tell a story about a client or familiar with a similar problem, as your potential customer, and on the implications of the problem. For example: "Instead of having to hire a smart business consultant, my friend just increased the budget for advertising, and as a result of bankruptcy within a year."

• Tell a story about a client or are familiar with the same problem, and he decided with the help of experienced business consultant, and how quickly things have gone up, and profits began to rise.

• At the end you can present yourself, your company and your product. Having said that, the client can solve the problem with your help and with the help of your product.

The latter method is good because it is based on the perception of the maximum information. When you say 1) of the problem, 2) the negative effects of the problem, and 3) the fact that someone has already solved the problem, and 4) give a solution - a complete cycle in which you are conducting the client.

In practice, very easy to use!

Example: sell bank products

1. Do you ever have times when you put money in mutual funds and did not receive benefits for a long time?

2. One of my friends a long time to get a return on this investment over three years and this has entailed additional expenses / costs / damages etc.

3. Later, he hired a consultant and a clever 3 years earned 20 times more, because he had the patience and wisdom to continue to invest money with professional advice.

4. That is why I suggest you my services as a "conductor" with a lantern in the dark tunnel of Finance.

General recommendations for the presentation

Recommendation number one

Only need to make a presentation after you have identified the needs of the client or know in advance that they need. In the latter case, additional work to clarify the requirements will not superfluous. In other cases, the presentation will be ineffective, and sometimes absolutely meaningless. And simply spend their time, and the client's time. Professional fisherman, going on a fishing trip, taking with him a set of gear and bait for each kind of fish, because he knows that it affects his catch.

Sometimes the client may insist "go straight to the point." Even in this case, you must try to find out at least the most basic needs. Client's answers to your questions will help to save the most valuable resource in the business - period.

Recommendation number 2

If your product has a lot of options that you can add or remove - it is convenient, because you can rework the proposal was under your potential customer. Finding out the needs and recognizing itself highlights that are of interest to a potential customer, you will be able to focus just on the actual benefits for him.

If, for example, selecting a new business suit client focuses mainly on the color, then you need to talk specifically about the color. He does not care where, how and by whom was sewed this costume for a client the other important criteria. As strange as it did not seem to you - it is his preference.

And then, during the presentation, focusing on the need for this client, you will have more chances to get your presentation right on target. That is, you talk about what the client wants to hear.

Recommendation number 3

To take into account the expectations and presentations about the potential client. A well-prepared presentation is an effective prevention of failures and objections. This means that in addition to the benefits and advantages of your product, your presentation should contain the answers to possible objections to the client. This will allow you after the stage presentation go directly to a deal and signing papers.

Recommendation number 4

Ineffective view presentation is a monologue speaker. Even the most exciting lecture can tire. It is therefore necessary to make a presentation to be interactive, engage your audience. The simplest thing you can do - is to ask questions. For example, to know the opinion: "In your opinion, what is the result you can bring this service?" or "Are there any questions on the first part of my presentation?"

By asking questions, you are Involve your prospect in conversation and do not give him distracted by something else.

Most people do not know how long to listen, preferring to comment or express an opinion. Keep this in mind during their presentations, and allow people to participate in the conversation.