Selling Today: Partnering to Create Value, 14/e

Selling Tools for Effective Demonstrations

1. 12.5 Develop selling tools that add value to your sales demonstrations

Nearly every sales organization provides its staff with proof devices and sales tools of one kind or another to use in the demonstration part of the consultative presentation. Some companies refer to these as “marketing tools.” Many proof devices and sales tools, when used correctly, add value to the sales effort. If the company does not provide these items, the creative salesperson secures or develops sales tools independently. In addition to technology-based presentations, sales personnel can utilize a wide range of other selling tools. Creative salespeople are continually developing new types of sales tools. The following section ...