Gestetner F104 Series Demonstration - Gestetner F104 Product Information Manual

GESTETNER F104 SERIES DEMONSTRATION

In the sales cycle, the demonstration follows a successful meeting where your customer's
specific application needs have been identified. Contact with the key decision-maker has been
made and the only step that remains, prior to closing the sale, is the demonstration.
The goal is to start you on the right track, so these materials are designed to prepare you to
demonstrate the Gestetner F104 Series in a professional and knowledgeable manner. Add
enthusiasm and confidence to the demo and you will enjoy success in selling the most exciting
mid-volume multifunctional facsimile system on the market today.
The following components are contained in this section:
• Demonstration Tips
• Demonstration Outline
• Demonstration Preparation Worksheet
• Demonstration Script
1. Know the Gestetner F104 and F104L inside and out. Spend time working with the key features
of these units in order to understand how particular applications are handled.
2. Practice your skills by demonstrating the system to your sales managers and peers.
3. The day of the demonstration, allow sufficient time for equipment set-up, testing and
programming. To personalize the demonstration, store your prospect's company name in a
Quick Dial. If the customer is interested in a specific application (e.g., broadcasting), program
the unit for Group Dialing. If you wish to demonstrate a new feature called Duplex Copying,
first program a User Function Keys with the "Duplex Copy" function.
4. Invite everyone involved in a prospect's buying decision to the demo. Understand the
application needs of each person attending and organize your presentation to address those
needs.
5. Use the Demonstration Preparation Worksheet form (to follow) in order to organize and track
your progress.
6. When possible, use your prospect's actual documents for the demonstration or have
demonstration originals available.
7. Stress the benefits related to the prospect's key needs and the incremental value of the other
features and functions such as Color Scan-to-Email, Internet Fax, Network Printing, etc.
8. Gain commitment that the Gestetner F104L or F104 will meet, and exceed, the prospect's
expectations in terms of performance and reliability.
9. Remember that the Gestetner F104 Series offers unique combination of value-added features
and options that are difficult to obtain from any other source.
Demonstration Tips:
Gestetner F104/F104L 77