Presentation Folders – The Silent Salesmen

A presentation folder can be a very useful item; it contains everything needed to make a presentation, including papers that show what the product can do, how it compares to products of equivalent value and even a way to get in touch with someone who can answer any questions. It acts kind of like a silent salesman.

Even though the customer can take the presentation folder home, this still helps to ensure a sale. The information provided is to make the customer more comfortable with his choice and the information is more to show anyone that he may discuss major purchases with than for the customer himself. Ultimately, the presentation folder is a sort of security blanket; the person is using the folder to justify a purchase that he has already essentially made.

In a way, the presentation folder is a prop, but an important psychological one; people tend to get nervous about big purchases and so they need some encouragement, a reason, to justify the big purchase. By being presented with so much information, the person has an excuse to buy the item. Thus, the purchase that could have gotten away doesn't because they have they have an excuse to make the purchase. Weird logic, but that's what it takes to sell a car.