You might think you are covering everything, but if your home demonstration are only taking 30-40 minutes then you’re probably not. In 30-40 minutes, you simply won’t be able to go into the level of detail you need to, eg about how to deal with normal shrinkage, thermostat controllers and heating systems (which are getting more and more complex these days), and it will cost you more in the long run.
It’s so easy to stand in one place and point at things. Don’t!
Make sure you go up to the items you are talking about, open, close them, operate them and get the customer fully involved as well.
A simple short mnemonic to help – EDIP.
What does it represent? Explain – Demonstrate – Imitate – Perform. You can’t use EDIP on everything, but where you can – do. It helps customers take on-board so much more information and retain it.
When you’re demonstrating something to a customer, avoid using jargon and technical terms. Yes, it makes you sound knowledgeable, but a majority of your customers won’t understand what you’re talking about – they’ll just switch off and stop listening because quite often they’re just too nervous or excited to ask what you mean.
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