Moddition | Products that Sell Themselves I: + Revenue

We were tasked to find a better way to sell point-of-sale systems (cash registers) for a major supplier of these systems. What was expected was a new kind of sales pitch or approach -- effectively doing more of the same, as had been done for some 150 years.

Instead we discovered that the POS system's electronic functions were actually fully programmable through an onboard computer.

Rather than another pitch we created and programmed the first self-demonstrating system in the industry. Using the programmability and display, we created a self-running presentation on the unit that demonstrated each feature, function and benefit, and provided explanatory and promotional language.

Literally, the system would sell itself -- the salesperson would simply start the program and stand back. This was completely revolutionary at the time, and the plan was to not only decrease sales costs and closing times, but create tremendous revenue opportunities. While often we find new uses, markets and customers for our clients' products and services, in this case we created enormous new revenue opportunities (and lowered sales costs) by radically improving the entire sales demonstration process.