Product Presentation
Selling is, in many ways, like putting together a jigsaw puzzle. When you do a puzzle, you analyze the various parts by shape and size. You select the straight-edged pieces to use for the frame. When you sell, you analyze your customer’s needs and buying motives. Then you use that information to begin framing your product presentation.
Key Terms:
Objections
Excuses
Objection analysis
Paraphrase
Substitution method
Boomerang method
Superior-point method
Third-Party method
Objectives
*Describe the goal of product presentation
*List four techniques that create a lively and effective product presentation
*List four techniques that create a lively and effective product presentation