Superior Sales: Put the Product in the Customer's Hand
Getting your product in your customer's hands will increase your close rate. Getting them to use the product in the place that replicates their own situation will greatly increase your sales and profits.
The practice of getting your products and services into the customer's hands and minds is nothing new. Back in the '60s my father led the television sales industry in our area because he was the first to give customers a three-day demonstration in their home. When the competition copied him, he increased it to five days. That strategy worked so well that we even gave customers a demo period to try out the tires we sold in our tire business.
Take a close look at the products you sell. Make a list of all of the benefits the customer will receive from your products and services. Not the features, the benefits. The benefits are what the customers derive from those features. People buy benefits not features. I like to give customers a list of benefits they'll receive from my products and services when they are demonstrating them. It helps them to recognize the benefits and gives them the feeling of ownership and necessity.