The main secrets of a successful product presentation

The presentation of the product is considered by many to be the main stage of sales. The opinion is quite controversial. In general, all stages of sales are important, but the presentation is the key moment, the point of no return, after which the sale is either made or not made.

It is after the presentation that the client makes a decision and, usually, it is not possible to convince him. This article covers the main secrets of successful presentations.

What makes a successful product presentation

It consists of two key points :

• the benefits of the product itself;
• and the benefits that the product will give to the customer.

Moreover, a competent seller never separates the second from the first, but on the contrary, makes sure that the advantage smoothly flows into profit.

For example , the engine of our new minivan is extremely economical, so for every hundred kilometers you save almost 4 liters of gasoline. It is not difficult to calculate that every 500 kilometers you give yourself a can of gasoline.

In general, customer benefit is primary in any sale. Long gone are the days when people grabbed everything on the shelves and ran to the store as soon as they saw an advertisement .

Today, the consumer first asks himself - what will it give me. Even if this question does not sound in the mind, it will certainly flash in the subconscious.

Pre-presentation step

The sales stage preceding the presentation is identifying the needs of the buyer . This stage is extremely complex and requires a lot of attention.

Firstly , a potential buyer may simply not want to answer your questions, for example, citing lack of time.

And secondly , not the fact that he will answer truthfully. But, in any case, you will receive some material for reflection. It remains only to adjust the benefits of the goods sold to the needs of the client.

And even better, if you, even before the meeting, adjust the properties of your product to the basic needs of a person (Maslow's pyramid), having prepared some kind of presentation constructor.

Even if the client does not want to answer your questions, you can independently assess what he needs (from universal human needs).

Usually, a person sticks out just what he needs: if he lacks self-confidence and security, then he will demonstrate sports and other achievements, if the aesthetic need is not satisfied, for sure, there will be works of art in the office.

Be careful , but do not rush to conclusions, remember that your thoughts are a reflection of your own world.

Having identified the needs, you can proceed to the presentation itself. Be sure to label it. Say that you want to introduce the client to the samples now, show the product in action, draw his attention to the process in any way.

However, do not pour ketchup on the floor to demonstrate the virtues of a vacuum cleaner or blow up firecrackers to sell noise-isolating headphones. Try not to shock your customers at all, stress is not the best salesperson.

Benefit to be received by the consumer

I repeat - your main weapon is the benefits that the buyer will receive. Therefore, try to think in terms of it.

Choose one key value (based on the needs of the client), and give out the rest of the benefits as additions to it. If the product has some flaw, do not hide it, but try to smooth it out or cover it with advantages.

For example , yes, our minivan has only 7 seats, but it also costs $5,000 less. It looks honest and allows you to once again recall the benefits.

Do not show emotions beyond measure . Of course, emotions play an important role in sales, but leave them to the client.

Let him emotionally paint your products in his usual color. Be logical, rational and businesslike. Not everyone will appreciate liberties.

Of all the sales stages, a presentation might seem like the most improvisational, but it's not.

Remember the favorite saying of most artists - a good impromptu is a well-prepared impromptu and act in accordance with it.