Watch these Frank Kern products videos about selling all kinds of stuff. Selling a product isn’t as complicated as it’s made out to be. At its most basic, a sales program is defined principally by what you sell, who you sell to, and how you sell. Beyond that, it all boils down to staying focused on the details outlined next, suitable for both sales persons and for owners of small businesses.
Show enthusiasm for the product
The popular image of a salesperson is someone willing to “sell at all costs” is not the reality across the board in sales. A good salesperson loves sales, is motivated by what they’re selling, and transfers this enthusiasm and belief to the customer. The customer will not feel as if they’re at the receiving end of a hard sell without choices if they’re dealing with a good salesperson. Indeed, the customer is given options, including the one to walk away, in order to avoid such undue pressure.
Be knowledgeable about the product.
There is nothing more infuriating to a potential customer than to come across a half-hearted salesperson who claims uncertainty about what the product can and can’t do, what it’s made from, and what happens when things in it stop working. It is absolutely vital to know your product range inside out and if you do not know something a customer asks of you, to remain enthusiastic and prepared to do what it takes to get the job done.
Understand the buyer’s motivations
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.
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’re trying to sell? In what ways can you continue this theme where it seems most appropriate to maintain the promised satisfaction the marketing offers?
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’re actually in need of.
If you’re visiting your potential buyer’s office, look at their wall and desk. What photos, posters, images can you see? Are there images of family, pets, vacations that will provide you with a connection to this person’s wants?
Watch these Frank Kern products videos and learn more about selling.