Find out What the Customer Needs before Presenting the Product We all know the expression "You only get one chance to make a first impression". It holds true when it comes to presenting your product to your customer. For starters, the last thing you want to do when a customer walks into your office is to present the first product that pops into your head. Before you present a product to your customer, you must first find out exactly what your customer wants and needs. The first thing you do is to introduce yourself to your customer. Offer him a seat and make him feel as comfortable as possible. Get to know your customer, talk about non-business subjects. This will take some of the pressure off both of you and make it easier to talk to each other. Once you believe that you and your customer both feel comfortable with each other, begin to evaluate your customer's needs. Start by asking questions to find out his reasons for coming to see you. Find out what products he currently has and uses and how much he pays for them. Find out all you can about the company he obtained his products from, and what he thought of the customer service of the company. It is important to know these things for comparison. Once you have evaluated your customer, have had a pretty good idea of what his needs are and have got ready to present the products you have, you can be sure that your products satisfy his needs. But before making your presentation, be sure that you are prepared. Have all the materials you need to make your presentation a solid one at your finger tips. Such materials would include brochures and literature which you not only give to your customer, but also go over with your customer. Unfold the brochure in front of him as you discuss the product. Literature will be a good resource for reference in case you are hit with a question you can’t answer. The point that I am trying to make is: Present to your customer a product you believe they will need. Your presentation should be based on the information that you have gathered from your customer during your sales session. You could be the greatest presenter of products in the world, but if you are presenting products that customers don't need you'll never sell a thing, so be sure to evaluate your customers before you start presenting your products.