Show and Tell: Presentation and Objection Handling

Notes

• Product Considerations During "Show and Tell": 1) Which product to show – select a sample that matches customer needs. 2) What price range should you offer? – Select a moderately priced product first. 3) How many products to sell? – No more than three items. 4) What do you say? – Use descriptive phrases and layman's terms. • Planning the Presentation: 1) Presenting and Demonstrating the Product – Remember the Slap Chop video. 2) Using Displays and Sales Aids – Give two examples of how these are used: a) Switches b) Opening samples 3) Involving the Customer – Give two examples of how we can involve the customer in the presentation: a) Samples b) Filling Green 4) Holding the Customer's Attention – What is the best way to keep the customer's attention? a) Ask questions. • Understanding Objections: What are objections? Concerns, hesitations, doubts, complaints, or other reasons customers have for not making a purchase. What is an Objection Analysis Sheet? – This document lists common objections and possible responses to them. • Method for Handling Objections: The four steps discussed are: 1) Listen carefully 2) Acknowledge the objection 3) Restate the objection 4) Answer the objectio...