Salesmanship University

Sales Techniques – Get Your Prospect’s Involvement By Using The Demonstration Close

Good salesmen know the power of using sales techniques to persuade prospects. The best among them understands the unfair advantage they get when they involve prospects in their presentation.

Many of these elites choose the demonstration close to showcase the prowess of their product. This elegant technique also helps them conclude the presentation on a high note.

You gain a lot of leverage as prospects interact with your product. Their five senses are engaged and they are likely to feel a sense of ownership. Simply by letting your product “speak for itself”, you can get wonderful results.

In 1984, Steve Jobs unveiled the first Macintosh with an awe-inspiring presentation. He began by making a simple introduction of his company’s new gadget, the Macintosh. Without going into the technicalities of the product, he promptly pulled it out from a box and displayed it before the audience.

Steve then held up a floppy disk before everyone and slots it into the Macintosh. His machine began to run a neat program that demonstrates every capability of his widget. The audience was held spellbound.

With good showmanship and effective use of the demonstration close, Steve Jobs made one of the most successful product launch in history. As a result, the Macintosh became intensely popular and gained rabid fans from every corner of the globe.

Learning from Steve, we can also make our presentations direct and to-the-point. After all, the ultimate objective is to impress upon your prospect what your product can do for him. Since your product is good, your prospects will be won over.

After a simple description of your product benefits, you can end off with a powerful demonstration close. This will help you sell more with less effort than trying to pressure your prospects with over-used sales techniques.

Of course, you should make preparations to stage your product in the best possible light. Simply winging it will not work. As you script your sales demonstration pitch, make sure you focus on your product’s strengths and its uniqueness over your competitors. You can create a “wow” effect with good preparation.

The demonstration close is a powerful technique that’s often underestimated. But when you use it properly, you can expect great results. If Steve Jobs used this technique to build an empire, surely it can help us bring in a little more sales, isn’t it?