One day prior to the presentation, the seller emails the client the demo commercial (or a link to it). This offers the client time to watch or listen to the spot before the appointment. Clients are then more receptive to the seller when he/she arrives and the conversation is focused more on getting the commercial “right” than the program investment. Consider augmenting this approach by actually emailing the proposal with the demo (without the dollar investment page of course!).


photo credit: ctzn via photopin cc

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