PRESENTATION QUESTIONS

When prospects are in the dark, orders will be light. A feedback question after
each feature presented will increase your chances of closing the sale.

I.

Feedback on Features and Benefits

II.

Trial Closes

1997 Gerhard Gschwandtner and Donald J. Moine, Ph.D.

All rights reserved. May not be reproduced by any means, electrical or mechanical.

I. Feedback on Features and Benefits

1.

How do you feel this machine will help you with your need for increased
productivity?

2.

Now that I have shown you this added feature, can you see yourself using it?

3.

How would this feature be of use to you in your operation?

4.

Id like to get your objective opinion on this particular improvement. What do you
think of it?

5.

What specifically do you like about this new model?

6.

When you looked at the specification sheet, what items did you notice first?

7.

Would you mind telling me how you really feel about this feature?

8.

I sense that you are pleased with this feature. How do you think you will be able
to benefit from it?

9.

Are you as excited about these new kitchen plans as I am? Isnt it great to have
the convenience of fully automatic appliances?

10. I cant quite read you on that one. How does it appeal to you?
11. I am puzzled about that look. Are you seeing something that isnt quite up to your
standards? Are you saying that you would rather have the deluxe model?
12. You seem happy about this latest improvement in our product line. Am I reading
you correctly?
13. Would you mind sharing your honest feelings with me on this new product?
14. I sense that you are unsure about this. Why is that?
15. Are you comfortable with not having the top-of-the-line model?
16. Would you be able to tell me what benefits you think this extra feature will bring
you in your particular situation?
17. Do you see any advantage in having faster turnaround?
18. Does it appeal to you to have the most advanced engineering available?
19. Is it important to you to have this extra guarantee? Why?

1997 Gerhard Gschwandtner and Donald J. Moine, Ph.D.

All rights reserved. May not be reproduced by any means, electrical or mechanical.

I. Feedback on Features and Benefits

20. Have you thought about the status and the prestige you will enjoy from getting the
very best? How do you feel about that?
21. How important is it to you to have the best warranty protection?
22. Now that we have seen how this works could you tell me the three top features
that would help you the most?
23. If I gave you the names of three major clients who are using this equipment right
now, would you call them to find out how happy they are with it?
24. Just between you and me, how do you think your boss will react to having a model
with these advanced features?
25. Would you mind telling me if there is anything that needs to be added? Is there
any feature you need in addition to what we have planned for?
26. What do you think your president will say when he sees how much this product will
boost your productivity?
27. How do you relate to having the very best?
28. What will your wife say about having the convenience of cruise control?
29. Am I correct in assuming that this is what you had in mind?
30. Does this feature meet your expectations?
31. How much money do you think this feature will save you in your operations?
32. Isnt this unique feature worth approximately a million dollars to your business in
terms of increased productivity?
33. Dont you think that this feature alone could pay for the entire product?
34. Is it important to you to save money on maintenance? Can I show you how we do
that?
35. How important is it to you to have easily accessible controls and higher comfort
for the operator?
36. When you consider this feature, what does it make you think of?

1997 Gerhard Gschwandtner and Donald J. Moine, Ph.D.

All rights reserved. May not be reproduced by any means, electrical or mechanical.

I. Feedback on Features and Benefits

37. Cant you see the savings that this feature will bring you? How much do you think
you will be able to save compared to what you are paying right now?
38. I told you that this is a very special product. What do you think?
39. I have been doing most of the talking, and I appreciate your giving me your undivided attention. May I ask you at this point for your objective opinion on this
system?
40. You have been very patient with me and I appreciate that. Now that we have seen
the complete demonstration Id like for you to share something with me: How
many possible uses of our product can you think of in your operation?
41.

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1997 Gerhard Gschwandtner and Donald J. Moine, Ph.D.

All rights reserved. May not be reproduced by any means, electrical or mechanical.

I. Feedback on Features and Benefits

48.

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50.

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1997 Gerhard Gschwandtner and Donald J. Moine, Ph.D.

All rights reserved. May not be reproduced by any means, electrical or mechanical.

II. Trial Closes

1.

In your experience, have you ever dealt with a supplier who would give you better
back-up than we are offering?

2.

I am sure that you have had a lot of experience with budget negotiations. How
would you go about getting this approved?

3.

You seem to like this product. I already see you using it in your new facilities.
Dont you?

4.

How many of these do you think you will need in one year?

5.

Lets assume that we will find a way of financing this purchase that does not create
negative cash flow. Would you be interested?

6.

Isnt that one more reason to get the type of product you always wanted to own?

7.

Is there any reason why you shouldnt get the extra comfort and security?

8.

Would you like it in blue?

9.

The only question you need to ask yourself is: How many extra sales do I need to
justify this investment?

10. The only questions you need to ask yourself are, Do I want to increase the productivity of my business? and, Can I afford the low monthly payments?
11. The only question you need to ask yourself is, Can I afford to wait and risk being
overtaken by my competitors?
12. The only question you need to ask yourself is, Do I deserve the very best?
13. The only question you need to ask yourself is, Is this extra performance a good
enough reason to justify this purchase?
14. I dont know how you feel about this, but arent you getting tired of paying the repair
bills for this old machine?
15. Suppose there was a system that will perform just as well as the one you saw
demonstrated but would cost 15% less. Would you be interested in having it
installed?
16. If you had to choose between the one with chrome trim and the one without,
which one would you pick?

1997 Gerhard Gschwandtner and Donald J. Moine, Ph.D.

All rights reserved. May not be reproduced by any means, electrical or mechanical.

II. Trial Closes

17. Of the four samples I showed you, which one is your favorite?
18. Could you tell me your top three choices from this catalog?
19. It seems that you prefer the standard version. Would you like me to find out if we
have it in stock?
20. It sounds like you are leaning towards the larger model. Do you want me to find
out the delivery schedule on this one?
21. Lets assume for a moment that your partner will be as convinced of the benefits
of this new model as you are. Would you then approve this investment?
22. Can you imagine for a second that there could be a way to enjoy having this product without a strain on your budget?
23. If we can prove that this process works in your operation, do you think we will get
the business?
24. Suppose we could get the low interest financing. Would you order this month?
25. You seem pleased with the features of this computer. Can you imagine using it?
Can you see how your productivity will go up?
26. You seem very enthusiastic about the performance data. How can we transplant
some of this enthusiasm to your boss so we can get you one of these by next week?
27. You have been generous with your positive comments about the money-making
potential of this installation. When would you like to begin enjoying these profits?
28. You seem to be comfortable with this product. Do you feel as comfortable with the
financing package?
29. You seem to be comfortable with the features. Do you feel as comfortable with
the delivery date?
30. You seem to be pleased with what the product can do. Do you feel as pleased with
your ability to meet the small payments?
31. You seem to be happy with having the latest model. Do you feel as happy with the
protection provided in the service contract?
32. It sounds like you and I are in agreement with this: It is indeed superior to the
products you have looked at. Am I reading you correctly?

1997 Gerhard Gschwandtner and Donald J. Moine, Ph.D.

All rights reserved. May not be reproduced by any means, electrical or mechanical.

II. Trial Closes

33. It sounds like we have covered all the bases. Let me ask you a question: What do we
need to do to get your business?
34. It appears that you like this one. Would you like to talk to a few owners before you
make this investment?
35. I like working with you on this project. What are the chances that your company will
choose us as a supplier?
36. I like helping you with this plan, and I promise to continue to do so long after the
project is completed. Let me ask you a question: On a scale of 1 to 10, how do you
rank our chances for getting this contract?
37. Strictly off the record, is there any budget in your department we could draw on to
cover the extra expenses so you can get this training before the end of the year?
38. Just between you and me, is there any reason you would not get this improved
model?
39. Isnt the extra power a good enough reason to install this one?
40. Isnt the advanced design a good enough reason to turn your competitors green
with envy?
41.

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42.

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43.

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44.

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1997 Gerhard Gschwandtner and Donald J. Moine, Ph.D.

All rights reserved. May not be reproduced by any means, electrical or mechanical.