Demonstration should include the following steps:
- Prepare for the sale (i.e., review product knowledge, customer buying motives, merchandise preparation).
- Approach the customer.
- Determine the customer's needs.
- Present/demonstrate the product.
- Overcome any customer objections.
- Offer additional products through suggestion selling.
- Close the sale.
- Follow up with the customer.
Process/Skill Questions:
- What are examples of proactive selling techniques?
- How can an effective salesperson tell when the time is right to close a sale?
- What is the most effective approach in establishing rapport with a customer?
- What is the effect of loyalty programs to customer purchasing patterns?
- What are some reasons a salesperson should follow up with the customer?
- Why are the consumer's needs and wants an important factor in the sales transaction?