Bo Bennett once said, “I like to think of sales as the ability to gracefully persuade, not manipulate, a person or persons into a win-win situation.” Often the hardest part about sales (face-to-face, business-to-business, or door-to-door) is persuading the potential customer that your product can help them. Any experienced salesperson knows that they must have answers and data to back their sales pitch but how do you know which information will be most helpful out in the field? Here are some point offered up by Sales Force that can help you as a salesman or saleswoman “gracefully persuade” potential customers into seeing the product as you do.
Demonstrating how the product can benefit a customer is a great place to start. No one wants a purchase that will be a burden unless it is a puppy. So start by talking about how your product can do things like cut costs or productivity gains offered by your product or service. It your product is designed to save time, money, or plain old hard work, make sure the customers knows it. These are the types of things that will create value out of your product and begin to paint a picture of why it might be worth it to do business.
Is your product or service on the edge of trending technology? Does it offer benefits that are new market concerns like environmentally friendly, made in the USA, or smart technology? Consider what about your product sets itself from similar products and highlight this when selling it. These benefits or product qualities can be justified or even magnified when compared to some market trends. Pointing out market trends can help persuade a customer towards a purchase whether they are looking to be new adopters of technology and trends or just like to jump on already popular bandwagons.
Sometimes all you need is a little bit of data to help seal the deal on a sale. Data can quantify success, solidify a product as being legitimate, and show customers that plenty of other people have made a decision about what you are selling and they all seem to like it as well. Be sure to have accurate statistics memorized and ready to use for any situation. Prepare the customer for what they can expect if they choose to use your product of service.
No matter how you choose to sell a product or service, the key to strengthening your sales pitch is getting the customer to understand why they need what you are selling. This is done through a combination of explaining benefits, current trends, and backing up what you say with facts and statistics. If you want to know more about this as it pertains to selling business to business check out the infographic created by Salesforce Canada. Or if you want to learn more about this process as it pertains to face-to-face sales you can check out more here where we cover more tips for selling in person.
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