Showing a Product Demo Too Soon
“Think of the recognition of needs stage as the “no demo” stage—I absolutely, positively forbid you to do any product demos while in this stage of the sale. Save the demo for the next stage of the sale—evaluation of options.
As an entrepreneur, and too often with professional salespeople, the product becomes a crutch. We think, “If they just saw how awesome my product is, they’ll be so wowed that they’ll want to buy it.”
Nope. Sorry. It doesn’t work that way.
Remember: Sell the problem, not the product.”
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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