Four stages of exhibit selling – stage 3
Presenting or demonstrating your goods
Before the show, learn how everything works, and every day before the show’s opening, check that all is in working order. List all the strong features of your products or services; learn the benefits attached to those features.
Armed with the information you gain in the qualifying stage, you can now present solutions to prospects’ problems. Show existing customers new product lines or new applications they don’t know about. Never assume that prospects know everything.
Always ask open-ended questions, and be prepared to anticipate their questions. During your demonstration, keep the prospect involved and interested by asking questions such as:
“What do you think of this product’s performance, and how does it compare with what you presently use?”
“What specific concerns do you have regarding our products or services or about doing business with us?”