This is a simple format that can be duplicated in creating a sales demo. If any of these parts are missing the approach will fall short. Of course before number 1 below the sales person must find a prospect. Then …
1. Build Rapport
- People do business with people they know and trust
- Find common beliefs
- Get to know them as you would a friend
- Remember information you hear so you can refer to it when building value in your product
2. Identify a need
- What is the problem your customer has that your product solves
- People buy benefits not features (what does the product do for them, not just what does it do)
- Why would they be interested in your product? Not why you are interested. Ask questions fill needs.
- Personalize it. The customer should realize that they have the problem the product solves
3. Product – Provide a solution (Focus on Emotion)
- People buy on emotion and defend with logic
- Using the information acquired from the questions, personalize and explain how the product solves the problem.
- The best way to show a product solves a problem is through true 3rd person stories of others who have had the same need and used the product to solve it.
- Emotion comes from wanting the experience the product offers which is sold through stories (Facts tell, stories sell)
The 4 P’s (Price, Plan, Package and Paperwork)
4. Price
- Confidence and personal belief in the price
- Why it is priced as it?
- Enthusi.a.s.m. (I am sold myself)
- Price comparison if applicable (This can sometimes take to focus to logic and features, often it is better to keep the conversation on emotion and benefits)
5. Plan
- How people pay for the product
- Cover payment options or common ways to pay
- Make sure customers understand the easiness of the plan
- Cover how and when items or service will be delivered with excitement
6. Package
- Give an incentive to say Yes! Today
- Free items or limited time discount (impending event)
- Motivation to make a decision now, not put it off till later
- Be firm and honest, if it is something you always offer then it is not an impending event (Example: As an incentive for you to get it today, I will throw in this item…)
7. Paperwork
- Ask for the order
- With a smile
- Silence is a powerful closing tool. Ask then don’t talk until an answer is given.
- Jerry Jones – Owner of the Dallas Cowboys, was asked his secret to business success, he said; “I believe there are 5 keys to business success, 1st is Ask for the money. The second…..Uh, I don’t remember the rest of them.”
coming next overcoming objections…
