Demonstration
If you are familiar with your product as well as that of your competition, this method of negotiating buyer resistance is easy to use. You know the competitive advantages of your product and can discuss these features with confidence.
At Mattress Firm, Edith Botello realizes the product demonstration is one of the most convincing ways to overcome any skepticism her customers might have. With the aid of an effective demonstration, you can overcome specific concerns. Sometimes a second demonstration is needed to overcome buyer skepticism. This demonstration can provide additional proof. High-achieving sales personnel know when and how to use proof devices to overcome buyer resistance.
Get Selling Today: Partnering to Create Value, 14/e now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
