When you do a presentation, do you want to freak or super freak? I’ve never had anyone say just “freak”, everyone wants to super freak it. Freaks are a dime a dozen on every street corner in America. In sales, your buyer’s price or resistance to price is based on your presentation (or what you may also call demonstration).
No other phase of the selling process has more effect on price than your presentation of your product or service.
In order to “super freak” it, you need to confidently make huge claims and back it up with solid facts. Go overboard, because most people don’t go far enough. To get people’s attention you have to shock them. Check out your competition and what they are doing with their presentation… It’s probably not a super freak presentation. Note what they do and then up the ante.
To start with, you must know your product and how to present it.
You want to build emotional urgency to have the product. Make sure your presentation builds value that exceeds the value of their money. If your product doesn’t satisfy their wants and needs, they won’t buy. If the product doesn’t solve problems, they aren’t going to buy.
The first thing you have to determine—if you have an inventory of things to sell—is if you’re on the right product. When you demonstrate the right product, you have to quickly, in a professional manner, validate that the product solves their problems and fulfills their wants and needs. Selecting and demonstrating are separate steps but they are very interrelated.
Selecting the right product and knowing how to demonstrate that product is what will determine whether you will be able to close the deal.
These 5 rules will help you make a great demonstration:
Always control the demonstration.
Be sure your product is ready to present.
Make people comfortable.
Show improved value or efficiency. You can’t prove value if you’re not hitting on the dominant buying motive such as appearance, performance, economy, or safety.
Super freak your presentation.
All 5 points are important, but super freaking your presentation is what’s going to close the deal down. How well could you sell a glass of water?
This kid is learning to pitch, but he’s got the super freak down—he had my attention. Now you don’t need to be a magician to super freak a presentation, but you do need some creativity. I say over and over again, creativity comes with commitment. You will find a way to super freak a presentation if you’re committed enough to it.
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Grant Cardone is a New York Times bestselling author, the #1 sales trainer in the world, and an internationally renowned speaker on leadership, real estate investing, entrepreneurship, social media, and finance. His 5 privately held companies have annual revenues exceeding $100 million. Forbes named Mr. Cardone #1 of the “25 Marketing Influencers to Watch in 2017”. Grant’s straight-shooting viewpoints on the economy, the middle class, and business have made him a valuable resource for media seeking commentary and insights on real topics that matter. He regularly appears on Fox News, Fox Business, CNBC, and MSNBC, and writes for Forbes, Success Magazine, Business Insider, and Entrepreneur. He urges his followers and clients to make success their duty, responsibility, and obligation. He currently resides in South Florida with his wife and two daughters.