Presenting Your Products We all know the expression "you only get one chance to make a firstimpression", well it holds true when it comes to presenting your product to your customer. For starters, the last thing you want to do when a customer walks into your office is to present the first product that pops into your head. Before you present a product to your customer, you must first find out exactly what your customer wants and needs. The first thing you want to do is to introduce yourself to your customer. Offer them a seat and make them feel as comfortable as possible. Get to know your customer,talk about non-business subjects; this will take some of the pressure off both of you and make it easier to talk toone another. Once you believe that you and your customer have found a comfort level, begin to evaluate your customer's needs. Start by asking questions to find out hisreasons for coming in to see you. Find out what products he currently has and uses, and how much he pays forthem. Find out all you can about the company he obtained his products from, and what hethought of the customer service he was provided with. It is important to know these things for reasons of comparison. Once you have evaluated yourcustomer and have a pretty good idea of what his needs are, getready to present the products you have, which you believe to be an ideal match to his needs. But before you make your presentation,make sure that you are prepared. Haveall the materials you need to make your presentation a solid one at your fingertips. Such materials would include brochures and literature, not only to give to yourcustomer, but also to go over with your customer. Unfoldthe brochure in front of him as you discuss the product. Literature is also a good way to beprepared in case you are hit with a question you can't answer; this will be agood resource for reference. The point that I am trying to makeis: Present to your customer a product you believe he will need. Yourpresentation should be based on the information that you have gathered fromyour customer during your sales session. You could be the greatest presenter of products in the world, but if youare presenting products that customers don't need, you'll never sell a thing. So be sure to evaluate your customersbefore you start presenting your products. I. Introduction Knowing _________________________ 1 is the most important in presenting products. II. Creating a comfortable environment for communication Make a ____________________________ 2; Make your customer feel comfortable; Talk about non-business subjects: to _______________ 3; to make it easier to talk. III. Evaluating customer’s needs Find out what ____________________________ 4 are by asking questions. IV. Making your presentation Brochures: for your customer’s reference Literature: for ____________________________ 5 V. Conclusion Present to your customer a product that meets his needs.