You plan a call-back on Conway Pride and the president of his company to sell them several of your electric carts (see Exhibit 9.4 in Chapter 9). The company's manufacturing plant covers some 200 acres, and you have sold up to 10 carts to many companies smaller than this one. Since Pride allows you to meet with his company's president and maybe other executives, you know he is interested in your carts. You are determined to make a spellbinding presentation of your product's benefits using visual aids and a cart demonstration. Mr. Pride raised several objections on your last presentation that may be restated by other executives. Your challenge is to develop a dramatic, convincing presentation.
Questions
1. You plan to give a cart demonstration to show how effective it is in traveling around the plant. Which of the following is the best technique for the demonstration?
a. Get Pride and the president involved by letting them drive the cart.
b. You drive, letting them ride so they will listen more carefully to you.
c. Leave a demonstrator and check back the next week to see how many they will buy.
2. You also plan to use a 10-page visual presenter to guide them through your benefit story. This selling aid is in a binder and contains photographs of your cart in action, along with its various color options, guarantee, and testimonials. Should you:
a. Get Pride to participate by letting him hold it?
b. Handle it yourself, allowing him to watch and listen while you turn the pages and tell your story?