When was the last time you packed a copier on a sales cart, wheeled it into the customers office, performed the on-site demonstration and left with an empty sales cart and a check?
For those of you that have never had this experience, I can tell you this was the zenith of the sales cycle!
In days gone by I can remember practicing demo's a few times a week. We would practice with fellow sales reps, sales managers or the District Sales Manager of the manufacturer. Usually every year there was some type of demo contest either run by the dealership or the manufacturer. It's really a shame that our industry has moved away from the demonstration. I'm still a big fan of the demonstration and will push for one when I can't get the DM to move forward or is the sales cycle is stalled.
So, what makes a good demonstration? Here's a few tips that I've put together for everyone.
