Written by Sean McPheat |
I’ve listened to more presentations from salespeople than I care to remember. Many have been superb, most average, some dire.
Where I see most successful salespeople getting the orders is when they remember the prospect is simply not interested in you or your product. Your services after the sale are not high in their mind. Your integrity and what they get by buying from you is low on their list of priorities.
Prospects are more interested in what the end result or advantage your product or service will produce for them as opposed to what your product does. It can be greater productivity, lower overhead, monetary savings, or an increase in their quality of life. Whatever it is, it has to be something they can see will obtain measurable results for them.
If it’s your first call to a prospect and you’re trying to convince them of the benefits of having a meeting with you, then you need to talk to them about how what you have will provide better results than what they are currently experiencing. By finding out from existing and past customers how you made their lives and businesses better, you have ample reasons why your solutions could be the best choice for the current prospects.
Concentrate on what you can provide for prospects. Allow them to see measurable results that will make a real difference, and you can focus on what makes that happen, rather than just the products, which, frankly speaking, don’t matter.
Originally published: 23 July, 2013
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