Final answer:
Salespeople should customize their product demonstrations to address the prospect's specific needs and enhance the relevance and engagement of the demo, leveraging good communication skills.
Step-by-step explanation:
To develop and engage in effective hands-on product demonstrations during a sales call, it is advisable for salespeople to customize the demonstration to address the prospect's specific needs. This approach not only signals that the salesperson has a strong understanding of the prospect's unique challenges and requirements but also demonstrates their ability to tailor the product's value proposition accordingly. While a structured script may ensure that important points are not missed, the customization of the demonstration makes it more relevant and engaging for the prospect. Additionally, salespeople should exhibit good communication skills, both verbal and nonverbal, to effectively present and discuss the product. It is also important to strike a balance between sharing technical specifications and focusing on how the product will solve the prospect's problems, as well as involving the prospect in the demonstration process to create an interactive experience.