In order to make an effective presentation sales persons need to know the features or characteristics of what they are selling,
Prepare for the presentation by listing what it is that identifies the product or service, and then memorize it so that it is readily available as needed during the sales conversation. As an example, take a familiar product of office or home: copier paper. Now list some of its attributes which include:
- High degree, 92 or 94, of brightness if the paper is white.
- Stiffness which resists curling and thus jamming the copier.
- Cleanliness or absence of residue from the pulping process.
- High opacity which prevents printing on one side from appearing on the other and which cuts in half the number of pages needed in a booklet or mailing. One 8-1/2 by 11 sheet can do “double” duty.
Tags: sales desire, sales motivation, sales techniques, sales tips, SALES: by People, selling
