Which communication tools would you use to provide solid proof to address the following concerns expressed by prospects?
a. I don’t think that type of product would do well in a store like ours.
b. My poorly educated workers would never be able to figure out how to use that feature.
c. Your competitor has a much more modern, state-of-the-art plant than you do.
d. You look too young to know what the older customers who shop in my store are looking for.
How could you demonstrate the following products?
a. A textbook with a lay-flat cover (it stays open easily without having to hold it open) to a college professor.
b. The strength of a new metal stud to an industrial construction contractor.
c. A highly corrosion-resistant paint for bridges and overpasses to a group of civil engineers.