Make the benefits of the product loud and clear.
Besides the actual utility beauty, or eve fame of the product, what are you offering above and beyond ?
Make it clear to the customer what key benefits the product bring to them, such as guarantees, warranties, and after-sales service.
you need to understand the motivations of the buyer. When presenting the product to the customer, bear in mind that most successful products and services are bought , not sold . They are bought by people who have a need, and believe that the product will satisfy that need. This is often the result of marketing rather than selling.
However, selling the product rather than just offering it for sale almost always involves an emotional component.
1) Take some time to look at the marketing side of the product. what images and promises have been created by the marketing around the product that you are trying to sell? In what ways can you continue this theme where it seems most appromised satisfaction the marketing offers ?
2) During your presentation, confirm that your prospective buyer will want or need your product. You will need to do this through a range of methods, including observing their reactions. Listening to them carefully, and asking them clear questions about what they actually need.
3) If you're visiting your potential buyer's office, look at their wall and desk. What photos, posters, or images can you see ? are there images of family, pets, vacations that will provide you with a connection to this person's wants ?
On next term we will talk about how to open with a customer.
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