12-13 if you were in the position of Chris Wylle and found a potential serious health problem in one of your customers' Kitchens, which presentation strategy or combination described in this chapter would you use? List and describe five guidelines you would use in creating your presentation What demonstration tools would you use? 12-14 Make a list of buyer concerns and objections that a salesperson like Chris Wylle would typically expect from new prospects. How could different elements of a sales demonstration be used to overcome these concerns and objections? Think about it as a two-step sales calls in the first step. Chris would ask for permission to conduct a survey of the kitchen and/or bathroom in the second step, he would ask the prospect to buy from him 12-15 in the video case, which of the six actions (as listed on the right-hand side of Figure 12.30 does Chris Wyse take during his demonstration? 12-16 In some situations, it might be difficult or even impossible for Chris Wyne to specifically demonstrate a product or service. What other means can Chris use to demonstrate the features and benefits of for example, large products or intangible services? 12-13 if you were in the position of Chris Wylle and found a potential serious health problem in one of your customers' Kitchens, which presentation strategy or combination described in this chapter would you use? List and describe five guidelines you would use in creating your presentation What demonstration tools would you use? 12-14 Make a list of buyer concerns and objections that a salesperson like Chris Wylle would typically expect from new prospects. How could different elements of a sales demonstration be used to overcome these concerns and objections? Think about it as a two-step sales calls in the first step. Chris would ask for permission to conduct a survey of the kitchen and/or bathroom in the second step, he would ask the prospect to buy from him 12-15 in the video case, which of the six actions (as listed on the right-hand side of Figure 12.30 does Chris Wyse take during his demonstration? 12-16 In some situations, it might be difficult or even impossible for Chris Wyne to specifically demonstrate a product or service. What other means can Chris use to demonstrate the features and benefits of for example, large products or intangible services