Focus on the HOT BUTTONS

I have participated in many sales demonstrations. I have been part of good ones and not so good ones. On some of the not so good ones...I have actually heard the prospect say something like "I am not sure if we need all this stuff". So I bring this tip to you. Fall in love with the product you are selling...but control yourself. It is easy to get caught up demonstrating as many features as you are able to demo. This approach not only taxes the attention span of the participants but it also detracts from the emphasis of a smaller group of features that can really deliver big benefits to the prospect. I suggest that you create a long list of the features that that a product offers...and prior to the demo...prioritize the list so that they are in the order of importance to the customer. Perhaps you will not prioritize the entire list...as an example...if a product has 50 popular features...then pick the top five or ten HOT BUTTONS. Demonstrate these five or ten features and make clear benefit statements about them. That is all the prospect is looking for. This process shows that you understand their business and what is important to them. Hint: if you have trouble prioritizing the list...it is a signal telling you that you really don't know your prospect's needs...and you need to improve your skills in that area of the sales process. Good Selling!!