why your'e better than your competitor.
Why should I
be spending my hard earned money with you?"
GUYS, this is what every prospect is saying in their mind,
so you need to know exactly how to do it.
Here are the questions that need you need to be able to answer in your mind, so it can be conveyed to your potential customer.
1. Is what I am offering going to solve what they WANT?
2. Is what I am offering going to solve what they NEED?
3. Is my enthusiasm for the product showing with sincerity?
4. Do I have proof, my product is going to benefit this person?
5. Is the cost versus the benefit ratio so strong
that money is not an issue?
These are the 5 big questions
that had better answered inside your head.
If you have not been able to answer these questions
with a resounding YES,
you actually do not believe in what you are offering,
and it is time to sell something else.
Remember, if you are disingenuous in any way during your presentation, it will be spotted immediately.
"Hell, you don't believe in the product, so why should I?"
The easiest way to say this;
you are on a job interview with your prospect.
We have discussed several times,
that a person will do more to purchase something
they WANT more than something they NEED.
We all know why, because when you purchase something you actually WANT,
IT IS FUN AND SOMEWHAT EXCITING.
When you purchase something you NEED,
it is almost like you have to do it.
So your job is to mesh them together as one.
Make the NEED, actually be a WANT.
Always remember, you are there to be their ally.
You had better be sincere in your delivery of the product itself.
This is where you need to pause,
and slow down a bit in the presentation.
You need to have some way to verify to your prospect, why you believe so strongly in what you are selling.
The easiest way to do this, is to show your new prospect
other people or companies you have helped in the past.
THE GOOD OLD TESTIMONIAL.
Even in today's digital society, people want to be assured
"that I am not the only one who is buying this."
IS THIS SINKING IN?
If you have available testimonials provided by your company
or you personally have testimonials,
you need to have these readily available for your prospect.
I cannot stress just how important this is!
This conveys to your prospect that not only do you believe in what you are selling, so do your previous clients.
This will bring the level of anxiety that the customer has
towards you and your company down tremendously.
You will see many times, something almost magical happen.
You will see the facial expressions change.
You will see smiles, and you will be able to tell by their tonality a level of trust start to form between you and the your prospect that was not there previously.
I cannot express enough just how
VITAL this is to your presentation.
If you are doing your presentations VIRTUALLY, this is so easy to have available. If you are presenting using a presentation book, or Electronic Tablet of some kind, make sure that they are incorporated within the presentation.
A PICTURE (TESTIMONIAL)
IS WORTH A THOUSAND WORDS.
On far too many occasions to count,
I have had prospects say things like,
"I know that guy, we play golf together twice a month,"
You never know who someone else knows,
so use it to your advantage.
Along this message line, this is where you absolutely need to have documented proof, NOT YOUR OPINION,
on how what you are selling, will benefit your prospect.
FAR TOO MANY PRESENTATIONS,
to their detriment, leave this out.
When this happens, your competition is thanking you.
Trust me, they didn't leave it out of their presentation.
No matter what you are selling, have the proof at hand.
This is usually easy to obtain from your company, if it has not already been provided for you, within the presentation itself.
This is THE FACTUAL portion of your presentation.
In sales terms this is the STEAK.
Don't spend to much time here.
Spend just enough time, to get your point across.
Remember, people buy the SIZZLE of the STEAK.
They want to know what the product can do for them.
But Holy Crap, it can become boring.
If you spend too much time here,
the THERMOSTAT of the sale,
just got turned down to ICE COLD.
Finally, you absolutely, must be able to show to your prospect that the product you are selling, FAR OUTWEIGHS,
the money you are asking them to spend.
I have written about this several times, but a simple way to get your point across is to refer back to the TESTIMONIALS you previously showed your new prospect.
Explain that the person, in the testimonial you are referring to,
was in the same situation that your new prospect is in currently.
This will speak volumes to your new prospect.
People want to know that they are IN GOOD COMPANY.
By having Testimonials ready, people in their own words,
are ENDORSING you and your company.
The PRODUCT value will always increase.
When this takes place, the product and your service,
will exponentially outweigh the money,
you are asking the prospect to spend.
Put yourself in the prospects position.
If there are others who have spent this amount of money with this company and they are happy with them,
I MUST BE IN GOOD COMPANY.
For you as the professional salesperson,
it strengthens your overall belief in what you are doing.
It will prove to you, just how valuable what you are selling is to people, and how much it outweighs the cost.
I can tell you from personal experience,
nothing feels better to a salesperson.
than to receive,
FREE ADVERTISING, in the form of a ENDORSEMENT,
from people you have taken care of in the past.
This is showing your belief, "in action."
Show everyone you deal with, why you do what you do,
and why you are the best at what you do!
Selling is transferring your belief and emotion
to your prospect, so use all of the tools at your disposal.
Da Bear