“Preparation” is an often-ignored critical step before the Dem. There are three parts to preparation before going for the dem:
Get your sales kit organized: Make sure you have all of the six essentials, in good condition, and in place…
- Prospectus
- Set of broadsides in a clear folder
- Clipboard folder with the price list, order form, pen and spare business cards
- Leave-behind folder with product sheets, book mark and a name card
- Demo Walter in the pouch (both wiped clean often)
- Notebook for referrals
Your appearance: Dress appropriately. Look professional. Smell pleasant.
Most importantly, mental preparation: You can choose to think negative thoughts – I hope this appointment doesn’t get cancelled; nobody buys from me etc. etc. Or you can choose to imagine yourself giving a perfect dem. Think through all the steps of selling and prepare yourself to deliver the perfect script with the right emotions and expressions! Imagine getting an order and lots of referrals!
Did you find this tip useful? Please take half a minute to leave a comment if you did.
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Filed under: Sales & Marketing Tagged: | Friday, Preparation, Sales Tips
I do take time to prepare before a dem, a checklist like this as a sales tip is always welcome, something I can pass on to my team too!
Thank you! Very useful!