Find Your Angle Chances are, your product has competition. Consumers want the best product and at the best deal possible. To make your product dazzle potential customers, hone in on the components that make it unique. Research your competition to find the strengths that your product has that others might be lacking. Creativity is your best tool when creating an angle to market your product. The more inventive you are, the more you can differentiate yourself. Tell the story behind your product to strengthen its individuality and frame it around your company.
Focus on The Buyer Although your product demonstration is about your product, it's not really about your product. After viewing his product and learning how much it would cost I was prepared to move ahead with my purchase. Unfortunately, he continued talking and he almost talked himself out of the sale. Make sure you know what key points you want to discuss and practice verbalizing them before you meet with your prospect. Be animated. The majority of sales presentations I have heard have been boring and unimaginative.
If you really want to stand out from the crowd make sure you demonstrate enthusiasm and energy. Use voice more effectively and vary your modulation. A common mistake made when people talk about a product with which they are very familiar is to speak in a monotone voice. This causes the other person to quickly lose interest in your presentation. I recommend using a voice recorder to tape your presentation. This will allow you to hear exactly what you sound like as you discuss your product.
The Approach This is where the rubber meets the road in the sales process. For our present purposes lets consider the approach in the context of a sales call rather than lead generation i. This is the step where you begin to build a relationship and the intelligence gathering continues it started with prospecting. There is probably a middle road too, but you get the idea. Consider the example of tele-marketers selling a seminar: Their product is a seminar, about which they presumably have sufficient knowledge.
They prospect by scanning the house lists for appropriately titled leads, generated by earlier prospecting efforts. Do you recall receiving it? The difference more often than not depends on how astute and articulate the caller is. What do you think is good about this approach? What do you think is bad? Technically these calls are part of follow up step 7, but let us address them in the context of a sales approach. What would be a good approach for each of the above follow up actions?
Think about eliciting information and advancing the sale closing, step 6. What would be a good approach for a cold call? Additional Note on recording information: Regardless of the type of call or the results, it is important to take detailed call notes and schedule a subsequent action item, no matter what it is be it a week, a month, or a year down the road. One can invent a system of abbreviations to make this easier i.
It is the small taste that can close the deal. So how important is this step. Over the years when I bring up this step, salespeople will often tell me how clever they are in being able to make a sale without a demonstration, and with some products this might be possible. Think of what you sell, and look at how you could do a better job of getting more customers involved in a demonstration, I promise it will not only increase your sales, but also increase the value of what you sell.Think about eliciting information and advancing the sale closing, step 6. An order for a complex piece of industrial equipment may include a hundred pages of detail. Experts have spelled out the steps of the selling process, shown in Figure , and professional salespeople use them all the time. Research their competitors and if possible tailor your presentation to demonstrate how your product can help them gain a competitive advantage.
He could then see exactly what the finished product would look like and was able to examine it in detail. They will chime in with questions. Can the prospect make the buying decision? Other forms of promotion include some unavoidable waste because many people in the audience are not prospective customers. If you really want to stand out from the crowd make sure you demonstrate enthusiasm and energy.
Research their competitors and if possible tailor your presentation to demonstrate how your product can help them gain a competitive advantage. At the same time, the salesperson tries to build interest in the coming meeting. Stand up with confidence, high energy, make eye contact with everyone around the room, and talk TO your potential customers, not AT them. This activity is called prospecting. The 7 Steps of the Sales Process 1.
The mock sales interview is a unique step in the interview process and a step to move top candidates towards offer stage. Do not get frustrated or disheveled. Each detail must be carefully checked to ensure that the equipment is exactly what was ordered. Closing is about advancing the sales process to ultimately get an order. Make the presentation relevant to your prospect. To achieve this link between customer and product, people must relate to what you are trying to sell.
Find Your Angle Chances are, your product has competition. They are evaluating your hard and soft selling skills. In the broadest sense, prospecting is an ongoing process that everyone in the company particularly the sales force should be involved in. If it helps, prepare an outline of the messages you want your customer to take away.
Do not get frustrated or disheveled. Moreover, when the prospect has questions or raises objections, the salesperson is there to provide explanations. To make your product dazzle potential customers, hone in on the components that make it unique. That happens all the time in sales. If they do not supply this information, ask for it.