How to Demo a Product

Christopher Witt —  November 3, 2014

How to Demo a ProductGood sales reps know their product through and through. They know its capabilities, its features, and benefits.

Good sales reps know their prospects, their needs, goals, challenges, and hot buttons.

Good sales reps know how their product’s discriminators, how it is different from and better than the competition’s product.

But even good sales reps — the ones I’ve observed — could become better by making a slight change, a small shift in focus in how they demo their product.

Instead of demonstrating what their product can do, they should demonstrate how their product will help the prospect fix, solve, achieve, or improve something that matters to them.

Instead of demonstrating the product, demonstrate how your prospect can use the product to their benefit.

 

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Christopher Witt

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Chris Witt was born in Los Angeles, California. He currently lives in San Diego. He works as a speech and presentations consultant, an executive speech coach, and an orals coach.