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01/08/07 Tip of the Week. Sales Process: Tip 7 - Go further with your demos using the FAR technique.

January 6, 2007 from Mark Perry

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If your company is like most, chances are your sales engineer, though well trained technically, has likely never had any kind of training on how to give effective customer-oriented demonstrations. For each key need that serves to justify your proposal, ensure your sales engineer demonstrates your product using the Feature-Advantage-Reaction, FAR, technique. For each key requirement, demonstrate the feature of your proposed solution that addresses that requirement, state the quantifable advantage achieved by your functionality in terms of money or time or both, and then ask the customer decision maker for their reaction in terms of agreement to the benefit and providing their assessment of measurable value. By the end of the demo, customer agreed to quantitfiable benefits for each key area of requirement will have been validated and can be effectively used in the subsequent proposal and sales process steps.


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