 |
Product Demonstrations: How to Get the Customer to Ask for One
Author: Claude Whitacre  | Posted: 12-06-2007 | Comments: 0 | Views: 22 | Rating: (57)  (?) 
Remember: “Customers pursued, run away” Don’t let the customer see your “shark teeth”. Don’t try to get them into a demonstration. Leave them openings in the conversation, where they can suggest to you that they are looking for a new product. For example; (italics for the words emphasized)
“Were you thinking about replacing your current ____?” “Maybe your machine just isn’t the right tool for the job” “Sometimes the salesperson just sold you the wrong product. What would you like different in your next one?” “Has this problem just started, or has your vacuum always been hard to push?” ( or loud, leaking dust, smelly, burning belts, etc)
The trick is; If they indicate that they will need a new machine (or any product) soon, don’t be too eager! Don’t say “Oh Man! You’ve got to see THIS!” The customer will back off from the attack.
Try this: “Well, let me give you some information.” Don’t even say it enthusiastically, just matter of factly. They think you're leading them over to the brochures. Ha! Then you show them a part that has a feature they will like, and say “on your next product you may want to get one that has this.....” They will always ask (after you show the part) “Which ones have that?” You- “Well, that would be the......” At first, be pleasant, but not enthusiastic.
Start showing enthusiasm part way through the demonstration. By the time you're done, you can sound excited. But you don’t want the customer to “close up” to what you're saying, by sounding like a “used car salesman” too early. You just act like the last 1,000 people bought from you, it’s no big deal, and they are next.
Think. Do Doctors sound super enthusiastic over a certain prescription drug? No, they would instantly be suspect. Who sounds super enthusiastic? Brand new salespeople. Untrained salespeople who think that “loud” is selling. Great salespeople sound sure of what they say. Professional. It’s very hard to sound super enthusiastic and concerned for your customer’s best interests at the same time. Calmness is a sign of strength. You can use humor when selling & in life. Some people think funny. But there is a major difference between nervous humor and relaxed, at ease humor. Nervous laughter is a sign that something is wrong. Try to use humor the way two friends us it; relaxed and easy. (Assuming you use humor at all)
Rate this Article:
Current: 0 / 5 stars - 0 vote(s).
Article Source: http://www.articlesbase.com/advertising-articles/product-demonstrations-how-to-get-the-customer-to-ask-for-one-163383.html
About the Author:Claude Whitacre writes and publishes the Unfair Advantage Retail Newsletter. "Dedicated To Helping You Create Phenonenal Profits In Your Retail Business." Every monthly issue is Stuffed with Strategies,Techniques,Ideas, Examples,and Marketing Test Results. "A Seminar In Every Issue". You can receive three months of Claude Whitacre's Unfair Advantage Retail Newsletter and monthly interview CD for only $5.95. For complete information, just go to http://www.unfairadvantegeretail.com
|
Submitting articles has become one of the most popular means of generating quality backlinks and targeted traffic to your website. Join us today - It's Free! |
|
Related Articles
Interviewing - the Single Most Important Question to Ask
By: Claude Whitacre | 01/06/2007 | Advertising
When prospective employees are being interviewed, they are asked about their past employment. But they are usually asked about what they did. These answers may be shaded to reflect a well..... favorable impression. Sometimes the answers won't be truthful. Don't you really want to know how well they are going to get along with you and your group after they've been hired?
Spend a Dollar to Make $500?
By: Claude Whitacre | 04/06/2007 | Advertising
We ordered a course on marketing from Melvin Powers. The course cost me $500 plus shipping. After I ordered it, I had second thoughts about the purchase. It came just a few days later.
How to Guarantee your Ad Will Connect With Everyone you Want
By: Claude Whitacre | 04/06/2007 | Advertising
I’ve heard this so often, my ears are bleeding. “My customers are different”.
We all have differences. We like slightly different kinds of humor, cars, mates, pets, and food.
There are cultural differences. There are educational differences. Differences in social status.
I’m not saying these differences don’t exist. I’m saying they don’t matter when you’re advertising.
How to Know if your Headline Will Work
By: Claude Whitacre | 06/06/2007 | Advertising
Let’s imagine that you sell vacuum cleaners. You have read an article that tell about the dust mite and all te evils it brings to the home. You get all excited and think “If I can just get the message out about this little critter, I’ll get people to come into my store to solve the dreaded dust mite infestation plaguing them.” So you write an ad, and put it in your local paper
Price Shoppers; What to Do When They Call for a Price
By: Claude Whitacre | 11/06/2007 | Advertising
A lady recently left our store with a like-new high end vacuum cleaner for $1,199. I'm the third Vacuum cleaner store she called that day. All of us are in the same town. All of us have at least one of the same model on our floor. Both of my local competitors have substantially lower prices than I do. So the mystery is, why did she buy from me? Was it my masterful technique? Was it my wonderful persona? No.
How to Use the 80/20 Rule to Generate Massive Profits in your Business
By: Claude Whitacre | 29/05/2007 | Advertising
It's called the 80/20 Rule. Otherwise known as the Parato Principle, after the inventor.
This man found that in finances, 80% of the wealth was owned by 20% of the people. This ratio of 80/20 has since been expanded to include almost any subject.
80% of the races are won by 20% of the runners, Etc.
Whatever products you sell at retail…… 80% of the profit comes from 20% of the product selection.
Here is the single biggest thing I got from this principle:
How to Use Headlines to Generate Maximum Profits From your Ads
By: Claude Whitacre | 29/05/2007 | Advertising
The single biggest reason an ad works (or doesn’t) is the selection of the headline. Nothing comes close.Remember, The purpose of a headline is to “Grab the reader by the face” and make him want to read the rest of the ad. Have you ever read a newspaper without headlines?
How to Make your Competition Irrelevant
By: Claude Whitacre | 30/05/2007 | Advertising
We all have competitors. Some of them are local, some sell by mail-order or on the internet. Here’s how to literally become “The only game in town”.
Got a Question? Ask.
Ask the community a question about this article:
Frequently Asked Questions
Car information , car sales , marketing
By: Michael | 14-07-2008
HOW MANY CARS SOLD PER DEALERSHIP ? Hello , I am trying to get information about the auto industry . What i would like to know is .... " How do I find out how many cars are sold , by dealership it possible ". Can I find that information by Market Area ......... ie. Hartford , Atlanta , Orlando , Nashville , etc. ........ new cars and used cars , Trucks and SUV's ? Thanks for your help .....
My name is Michael
e-mai BUSSINESS4MICHAEL@AOL.COM
Chillicothe Constitutional Tribune Archives web address
By: Cheryl Turner | 14-07-2008
What is the web address to view the link to The Chillicothe Constitutional Tribune Newspaper archives?
Who are the owners of aca, fulton fish market, ny
By: the hook | 14-07-2008
who are the owners of aca, fulton fish market, ny
Napa auto parts, multi store owners
By: DJOHNSON | 14-07-2008
I am a vendor looking for independant NAPA store locations, especially multi store owners. ALSO FARM and Home outlets
1974 Steury Tent Trailer
By: popup | 14-07-2008
Need diagram of lift sestem can you help hard to crank Thanks
Lecoultre ladies vintage watch
By: lindlfar | 14-07-2008
I HAVE A VINTAGE 1950 +- Le COULTRE 14 K WHITE GOLD small bracelet watch signed in 2 places . Eye shaped case and manual wind movement.unusual design ,ultrs small design. This was purchased at a fine jewelery store on 5TH ave in the 50's. I would like ball park figures on the value of watch. This watch was only worn 10 times. It was kept in a jewelery box with other jewelery.Any information would be helpful
thank you
Q&A Powered by: 
Latest Advertising Articles
Long Web Forms Online: A Marketing Lesson from Owner Builder Construction Loans
By: Chris Esposito | 23/07/2008
Owner builder construction loans are marketed online using an extremely long, detailed information request form, often consisting of 35 to 50 individual fields. Compare this to the standard short web form with fields just for a client's name and email. Why would you ever want to make the switch to a long web form to sell your product? Let owner builders show you the way.
Business Social Media - Domain Name Guide
By: Barry Hurd | 22/07/2008
On the web, your name can (and is) your reality. However naming yourself online isn't that simple. Choosing a domain name for a business web presence is one of the most critical items in your promotional venture.
Two Tips for Starting an Online Business
By: Will Smith | 19/07/2008
It only takes two little tips to get your online business started. If you use them, you will have a head start when compared to most people.
Creative Ways to Attract More Visitors to Your Trade Show Booth
By: Amy Nutt | 19/07/2008
When you own a business, it can be a great idea to set up a trade show booth at a convention as a way to showcase and sell your products. Trade show booths allow you to be able to gain new customers and make individuals aware of your business and what it has to offer.
What Are the Types of Banner Stands Currently Available?
By: Amy Nutt | 18/07/2008
When you've been to a trade show, have you seen booths that had no type of display available? These types of booths sometimes consist of tables underneath some kind of shelter, but they don't have anything pointing out who they are.
Writing Advertisements that Work
By: Deep Arora | 16/07/2008
Whether you advertise via the medium of radio, print or on television, the most crucial element of your marketing strategy is the way in which you promote your business.
3 Cool Tools for Todays Online Business Opportunity Success
By: Donald Pope | 14/07/2008
If you start an online business of your own you have several things going for you in todays business world. One of those is using the Internet to help you be more successful. Lets talk about a few cool tools that are available to you that can help ensure your online business opportunity success.
Barack Obama is a Maverick Thinker
By: Ted Hebert | 14/07/2008
Barack Obama's campaign has been immensely successful at going against the grain. The lessons of his highly successful campaign should be applied to your business every single day.
More from Claude Whitacre
“the Biggest Single Advantage you Have Over All your Competition…and How to Use it to Send your Profits Straight Up!”
By: Claude Whitacre | 03/10/2007 | Advertising
How To Create A Celebrity Public Personality…
What do Donald Trump, Dave Thomas, Richard Branson, and that crazy guy on TV that sells cars have in common?
“the Most Incredible Marketing Lesson I Learned…i Got From Nasa”
By: Claude Whitacre | 02/10/2007 | Advertising
I was reading the other day about the space probes sent to Mars. The article told about the distance to Mars, the timing of the launch, and how accurate the math had to be. Mars is about 35 MILLION miles from Earth at it’s closest. (I’m doing this from memory. I may be off a little).
“is This Headline so Compelling That it Forces you to Read the Rest of the Article?”
By: Claude Whitacre | 02/10/2007 | Advertising
OK, I admit it, that was my attempt to be cute.
Do you want to create ads that really sell?
The one glaring mistake that I see over and over again is that the headlines don’t make the reader want to read the rest of the ad.
Here is the main reason your ad fails.
Using Exclusivity in your Ads to Skyrocket Response
By: Claude Whitacre | 02/10/2007 | Advertising
One of the most important parts of marketing is deciding who you want to attract to your business. Please don’t say everyone. Do you want shoplifters? People who regularly return everything they buy? The people who only buy the very cheapest thing & then complain when they break it because “We paid GOOD money for that!” ? Think about your most profitable customers…..
Who is your Market and Why are They Different?
By: Claude Whitacre | 01/10/2007 | Advertising
“My customers are different. My market is different. That won’t work in my market!”
Listen closely while I show why this is absolutely wrong.
I have a friend who tells me constantly “That idea will work fine in your area. But my market is different. My customers won’t go for that.”
The Real Reasons Customers Buy, and How to Use That Information to Send your Sales Straight Up!
By: Claude Whitacre | 01/10/2007 | Advertising
There was recently a survey done with retail customers. They were asked what they considered important when deciding who to purchase from.
Most retailers would jump on Price as the most important.
Nope. Price came in number five. There were many considerations listed after number five, but here are the top five, with number one being most important;
Your Unique Buying Advantage; and How to Use it to Skyrocket your Store’s Sales
By: Claude Whitacre | 01/10/2007 | Advertising
If you read marketing books; almost any marketing book, it will talk about your USP or Unique Selling Proposition. This is the one thing that the customer sees that sets you apart from your competition. Usually this is a Huge Promise of some sort.
The most well known example is this; “Fresh hot pizza delivered in 30 minutes or it’s free”. That promise propelled Domino Pizza to world pizza dominance. Notice it didn’t say “World’s Greatest Pizza”.
The secret is...
How to Use a Guarantee in your Headline to Force Increased Profits
By: Claude Whitacre | 01/10/2007 | Advertising
“Try the new ___ Risk Free for 30 days! Keep the ____even if you return the _____ for a full refund”
That’s the template for the ad.
Fill in the blanks.
How about ;
“Try our new 8 pound upright vacuum cleaner Risk Free for 30 days! Keep the $69 Air Purifier even if you return the vacuum cleaner for a full refund”
|
|
Advertising 
