1. Unit 5 – Selling CHAPTER 14.1 – PRESENTING THE PRODUCT

2. SHOW & TELL PROCESS 1.Select a few sample products to show the customer by matching product features to customer’s needs 2.Determine customer’s price range by first showing medium-priced projects 3.DON’T overwhelm customers (show the products in increments of no more than 3) 4.AVOID slang terms, and terms nice, pretty, and fine when describing products 5.USE layman’s terms: Words the average customer can understand

3. Make The Presentation Come Alive DISPLAYING & HANDLING THE PRODUCT Goal : to create eye-catching display – Ex) placing diamond rings on a black velvet pad DEMONSTRATING THE PRODUCT  Goal : show off features of by demonstrating use of the product  Ex) turn on camera and take pictures under different settings

4. Make The Presentation Come Alive Cont.. USING SALES AIDS Goal: Use sales aids when presenting to help emphasize certain selling points – Ex) samples, magazines, newspapers, drawings, graphs INVOLVING THE CUSTOMER Goal: Let customer physically get involved with the product – Ex) walk around in shoes, test drive a car, try on clothes

5. HOLDING THE CUSTOMER’S ATTENTION Goal: keep customer involved and listening – Ex) ask questions Make The Presentation Come Alive Cont..

6. Case Study Here’s how it looks in real life: – Shark Tank – Episode 10 http://www.youtube.com/user/WatchSharkTank – EC Questions: Sales involves hits and misses. You saw at least one miss today. Explain how the deal was blown. The idea of “SHOW AND TELL” is SO important. Find one example of a GREAT sales presentation from today’s episode. In your opinion, what is the best piece of advice (that you haven’t previously discussed) or biggest lesson from this episode. Jot down your answers on a half sheet of paper. This is your exit slip out the door today!

7. Independent Practice: 1 pg, DS, TNR, must include visuals! Work with your Shark Tank team on the following activity: – Concentrate on the idea that you are bringing to the Shark Tank table. – Consider how this item should presented. With your partner, create a presentation guide that includes the following information about your product: 1.Features & Benefits 2.Show & Tell Presentation Instructions 3.List of layman’s terms that should be used in your presentation 4.Explanation about which three (3) products you would showcase in your presentation. – Is this even an option? – If not, could it be somehow? Different flavors, sizes, styles, packages, etc.