Close More Sales Following These Six Simple Steps

Want to close more sales and get more referrals and repeat business? In this article you'll learn step-by-step how to make sales presentations that sell your product for you. Step 1. Get to know your product or service. What do you offer? What makes you different from the competition? What's in it for the customer if they choose you? Learn the product inside and out, not from a sales perspective, but from the customer's perspective. Sales are made when the customer feels connected to their personal need for the product. Step 2. Talk to your product team. Why did they design the product they way they did? What kind of feedback have they received from the customers? Step 3. Talk to existing customers. Why did they buy? What did their account rep say that made them want to buy? What pain did it solve? How has it helped their business? What surprise benefits have they found? Did they try the competition first? Step 4. Decide for yourself why you'd buy your product or service. Are there certain features that stand out from the rest? Remember that sales is a transfer of enthusiasm. You need to understand their desires then map the product features and benefits to those desires. If you're excited your prospects will be too, so get excited. Step 5. Get to know your customers. This is the place where the rubber meets the road. When you go out prospecting get to know your prospect personally. Find out what makes them tick. Do they care about saving money? Do they care about saving time? Do they care about something that's maintenance free? Do they need something that's slower and more expensive because it leads to fewer mistakes. In order to sell to your prospect, the presentation should map to their needs. Step 6. Throw out your canned presentation and rehearsed script. Prospects can smell a pitch from a mile away and nothing kills rapport like a canned pitch. Once you've taken the steps to get to know your prospective customer, the pitch is simply a matter of talking to them. If you know your product or service and have done your homework you know the benefits that matter to each prospect individually. Pick and choose the solution statements that your customer will relate to and share them. Remember, taking the time to connect to the product or service you sell and to your customer, will yield fruitful results.