Samples are an invariable aid to peak the prospects interest in your product during your presentation, or after a discussion on the product.

The old adage ” a picture is worth a thousand words’ is compounded twenty times that when a prospect not only sees the product but also feels it and touches it. Hearing about something is good, seeing it is better, but handling it is the most beneficial. Simply put when the customer’s senses are involved with the product to a greater degree it is more beneficial to the customer and the presenter.

To get the best results while using samples during your presentation try this:

1 – It goes without saying only use samples that are clean, in good condition,and are able to do what they are intended to do. Never use or give out a sample unless you checked it out and are sure it functions properly.

2 – Never leave a sample unless you have shown the customer how to use it.

3 – Make sure the samples you choose fits the customer’s needs. Using any other samples is confusing and a waste of time.

4 – Never show too many samples at once. (two at the most). More than two is overwhelming and confusing. In this case too much of a good thing is not a good thing.

5 – Maintain control of the presentation and the handling of samples. It is best not to let the customer handle them during the presentation, it detracts from their concentration. If the customer reaches for them, stop talking, smile, pause, let them handle it momentarily, then judiciously and politely take it out of their hands. Pause a moment; smile; and continue.

6 – Leave literature pertaining to the product with as much pertinent information as possible. It should contain size, colors, dimensions, ordering information. Anything that can be used for quick customer referral.

When you are finished; of utmost importance, pause and say this ” let me just go over these few points again”. No matter how thorough you thought your presentation was, if the customer didn’t understand it, it was a failure. The customer is not going to admit they didn’t understand something. Once again, this is crucial; if the customer didn’t understand something they are not going to admit it. This approach of restating a few points once again allows for this important point and it may be the difference between success and failure.

Before you leave set up a time and date to review the customer’s feelings and impressions. Most important follow up by phone as soon as possible to make sure:

A – Nothing was overlooked.
B – The customer understood everything.
C – There are no questions that can impede your progress.

It is critical that everything pertaining to your product is understood and accepted. If this is not the case then no matter how good your product or presentation is or was, you would have failed.

Since, so many of the necessities of effectively leading, for the best interests of one’s organization, necessitate quality, professional negotiating skills and abilities, in order to achieve, effectively, efficiently, and in the right direction, wouldn’t it make sense, to train potential leaders, in the arts, and sciences, of the skills and directions of negotiations? After more than four decades of involvement in nearly all phases and aspects of leadership, from identifying, qualifying and training, actual and potential leaders, to consulting to thousands of these individuals, I have dedicated many hours, and focus, to what might make someone, the best leader, he can possibly be. I have also, during this period, negotiated many contracts and agreements, both, large and small, in the areas of event planning, labor contracts, and many other area, so, this article will consider how the GOLDEN approach to negotiating, using the mnemonic approach, might provide better results, etc.

1. Goals; generate goodwill; growth: Organizations either undergo continuous growth, or lose their relevance and sustainability! A leader must try to generate goodwill, and a meeting, of the minds, by starting every negotiation, focused on goals, priorities, etc. How can anyone negotiate, effectively, if he does not start, the process, focused on possessing a clear understanding, and commitment to, what is needed, and why?

2. Options; opportunities; organized; organization: Different organizations have different needs, and requirements, and therefore, these must be fully considered, prior to negotiating. It is wise to consider numerous options and alternatives, and to be prepared, to recognize the finest opportunities, and/ or create one’s own. Effective negotiating means efficiently proceeding, in the most organized manner!

3. Listen; learn; leadership: Negotiators must effectively listen, and learn, so they understand their negotiating adversary, and his needs, and priorities, also. It takes the ability to exhibit superior leadership, by taking – charge, of the situation, and keeping, on – track, towards the best results!

4. Delve deeply; discover; deliver: Go beyond the surface, and delve deeply into what is most important, and proceed accordingly! Then, clearly discover, what makes the most sense, and remain focused and committing to delivering on the most beneficial ways!

5. Empathy; energy; excellence: The better one learns and cares about others, the better, the results! When one strongly believes, in his ideas, and ideals, he will maximize his energy, in a way, which energizes all, involved. Never sacrifice your commitment to proceeding with the utmost degree of personal excellence!

6. Needs; necessities: Know your needs, rather than simply, your wish – list! Put the necessities, first, consider economics responsibly, and consider options, to achieve, what you seek!

Using the GOLDEN approach, should help you enhance the quality and results of your negotiations. Are you up to the task, and the commitment?