Prospects want to hear specifics about why your product or service is better. Here are four categories that may help you prove your claims against the competition:
Sales Pitch / Presentation
Delivering your sales pitch or making your sales presentation is key to answering a prospect’s questions and convincing them to buy from you. These posts can help you achieve that.
How your salespeople open a sales call is more critical than how they try to close it, according to a recent survey of purchasing executives. Here are four keys buyers look for in an opening.
From sales trainer and author Stephan Schiffman:
Using technical terms in an effort to “speak” the potential customer’s language can delay or deter buying decisions, according to a recent study. It reveals that sales information for high-tech products was teeming with terms prospects didn’t fully understand. Only 3% of the prospects surveyed said they fully understood most of the terms used in…
Here are proven techniques that boost response. They’ve been tested by David Avrick, President of Avrick Direct, Inc., and his staff of experienced marketers.
- The word you want to use is “you.” Stay away from first-person singular — “I,” “we,” “us.”
- Don’t save the best for last. State the primary benefit right away.
- People don’t care about features. They care about how they’ll benefit from them.
- Say “lose 30 pounds in 30 days,” don’t start with a story about how great they’ll look.
- “Free” is the magic word. Create something that’s free — but don’t make it a conditional free like, “buy 12 ounces, get 4 ounces free.”
For companies to beat out competitors today, it’s critical to keep in mind three things prospects need.
- Proof goods and services can deliver what’s promised of them
- The ROI they stand to gain through their purchase, and
- Assurance a company isn’t just trying to move product — but become a partner in their success.
hat’s the leading complaint customers make about salespeople in today’s difficult economy? Ask your staff this question and you may get a range of answers, but probably not the correct one.
Price, quality and service are all critical concerns but they’re not No. 1 in the minds of customers, according to an annual survey conducted by the Purchasing Management Association. What is at the top of the list? Salespeople who don’t listen enough and talk too much.
Even more interesting is that when the association conducted its first survey more than 40 years ago, the leading complaint was (you guessed it) salespeople who talked too much and didn’t listen enough.