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Unit 5 – Selling CHAPTER 14.1 – PRESENTING THE PRODUCT. SHOW & TELL PROCESS. Select a few sample products to show the customer by matching product features to customer’s needs Determine customer’s price range by first showing medium-priced projects
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SHOW & TELL PROCESS • Select a few sample products to show the customer by matching product features to customer’s needs • Determine customer’s price range by first showing medium-priced projects • DON’Toverwhelm customers (show the products in increments of no more than 3) • AVOID slang terms, and terms nice, pretty, and fine when describing products • USE layman’s terms: Words the average customer can understand
Make The Presentation Come Alive DISPLAYING & HANDLING THE PRODUCT • Goal : to create eye-catching display • Ex) placing diamond rings on a black velvet pad DEMONSTRATING THE PRODUCT • Goal : show off features of by demonstrating use of the product • Ex) turn on camera and take pictures under different settings
Make The Presentation Come Alive Cont.. USING SALES AIDS • Goal: Use sales aids when presenting to help emphasize certain selling points • Ex) samples, magazines, newspapers, drawings, graphs INVOLVING THE CUSTOMER • Goal: Let customer physically get involved with the product • Ex) walk around in shoes, test drive a car, try on clothes
Make The Presentation Come Alive Cont.. HOLDING THE CUSTOMER’S ATTENTION • Goal: keep customer involved and listening • Ex) ask questions
Case Study Jot down your answers on a half sheet of paper. This is your exit slip out the door today! • Here’s how it looks in real life: • Shark Tank – Episode 10 • http://www.youtube.com/user/WatchSharkTank • EC Questions: • Sales involves hits and misses. You saw at least one miss today. Explain how the deal was blown. • The idea of “SHOW AND TELL” is SO important. Find one example of a GREAT sales presentation from today’s episode. • In your opinion, what is the best piece of advice (that you haven’t previously discussed) or biggest lesson from this episode.
Independent Practice: 1 pg, DS, TNR, must include visuals! • Work with your Shark Tank team on the following activity: • Concentrate on the idea that you are bringing to the Shark Tank table. • Consider how this item should presented. With your partner, create a presentation guide that includes the following information about your product: • Features & Benefits • Show & Tell Presentation Instructions • List of layman’s terms that should be used in your presentation • Explanation about which three (3) products you would showcase in your presentation. • Is this even an option? • If not, could it be somehow? Different flavors, sizes, styles, packages, etc.