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Spark interest in your products

with Enthusiastic, Energetic DYNAMIC presentations!

You MUST believe in your products whole heartedly. Your conviction will spill over to your customer. EVERY time you make a sales presentation, you must have a firm belief that you are going to make a “home run” sale and that every single person you talk to wants all of your products. You may not sell every product to every person but your strong belief will be expressed in your confidence when presenting your products and it will be difficult for customers to decline. Use the products and know your products so you can't help but believe in them. You must do whatever it takes to build this conviction within yourself!

Your customer must see the VALUE for themselves in what you have to offer! So how do you accomplish that? It's all about relativity. Relativity is revealed during Building Rapport. In the sales process, if you want to be a top producer, you must ask tons of questions to gather lots of information and listen attentively to those answers. In short, create value by weaving benefits of your product offerings with what you have learned about your customer into your presentations. Once you have identified what the customer wants that can be met with your offering(s), translate those features and benefits into their language and emphasize the relativity, of your products to what the buyer is seeking.

Resist cutting corners! If you have a presentation that works well for you, use it repeatedly! Follow EVERY step with EVERY customer. Offer EVERY product to EVERY customer. Let your customer decide for themselves if they want what you have to offer. They can't decide if they want a product if they don't know it's available! Small improvements produce significant results, practice, practice, practice CONSISTENTLY!

Sometimes your customer will flash a buying indicator to you that signifies they are interested without saying so. As a skilled salesperson it's your job to be attentive and capture those moments. It may be as simple as “I like that” from your customer. The green light could appear at any time during your presentation, it could even happen before you start your presentation! Whenever that indicator strikes, STOP your presentation and close the sale. If there are choices of packages to buy, go directly to the package offers and ask your customer to make their selection. If you keep talking past this buying signal you may talk yourself right out of the sale. At this point, the purchaser has heard something that makes him want to buy the product. More information may cloud their thoughts and change their mind.

Customers need direction, particularly when they are spending money. In any sales transaction it's unusual for the customer to jump up and say, “Yes, yes, I'll buy it!”. The agreement to purchase typically follows being asked for the sale. Offering choices of payment is a great way to ask for the sale without being blunt: “Would you like to include that in your monthly payment or do you prefer to pay for it by credit card?”. Decide on comfortable ways for yourself to execute the delivery to Ask for the Sale.

When your customer declines a product offer after you have asked for the sale, ask WHY? It may seem awkward at first to ask but with practice you will deliver the question smoothly and easily. The only way to overcome an objection is to know what it is first and the only way to uncover the unknown is by asking questions. Examples of softened WHY questions:

        ♦Have you had any experience with this type of product before? If they answer Yes, ask

          them, "How long ago did you have this experience?"

        ♦Do you see value in this product?

        ♦Is this too expensive? OR, Is it more money than you want to spend?

        ♦What is it that you don't like about the product?

Be creative and come up with questions that you are comfortable to ask. Design ways of asking those questions that enables you to express concern and interest, using voice tone and body language. Then, practice, practice, practice and practice some more. Talk to your dog, the mirror, anything at all. These are some of the most critical questions you can ask because they are your link to uncover what you need to know.

An objection is just your customer's reason to decline your offering(s). That reason is backed by a perceived problem. If you are unable to extract the problem from your customer, there is no way on earth you will be able to overcome the objection which means there is no hope of selling the product(s). You may have already been introduced to an objection at the Building Rapport stage. If so, address that objection in your presentation, knock it out before it even surfaces! Many times people will decline your products because historically they had a bad experience or a family member had a bad experience. What customers forget is that these incidences were several years ago and the products have come through incredible advancements with technologies never mind the guarantees behind the business office products these days are alarming! Imagine, Environment Paint Protection (FCPP, First Canadian Protection Products) allows you to bring your car back within the first 5 years of the product application and you can have the product reapplied at no additional cost! You are obligated to let your customer know about these new and improved products and guarantees! Keep in mind, there is a fine line to navigate between hounding a customer about a product offering and genuinely understanding their perspective on it.

SILENCE is another method used to uncover an objection and close a sale. After you have completed a dynamite Presentation on one of your products, be silent! Don't say a word! Be patient and wait for your customer to say something. Give them some space. They are processing what you have just said. Undoubtedly there were questions that came up while you were talking, let them sort through that information. Allow them to have the stage and be the next one to speak! Either they will mumble objections or sell themselves. If objections surface, address them and overcome. If the customer sells themselves, close the sale. If your customer supports your products, nod your head, use your body language to communicate rather than talking! They are buying into whatever it is you have to offer already, no need to explain more unless they ask specific questions, they are giving you the buying signal. Close the sale right then and there. Observe your customer's body language and follow it, keep the dance going! Be sensitive to what is going on, it's like a gentle swaying motion to and fro. Move into the conversation when it is needed, when you are presenting a product, when you need to overcome objections, or just to make a simple motion like a nod. Other than any of this, be SILENT and LISTEN!

If you are really floundering and having challenges to get a sale, your customer flat out doesn't want to bite, you can appeal to them for help. Admit that you have fallen short in presenting your products. Ask the customer to tell you where you could improve, what would make enough of a difference for them to purchase your product(s)? If you are able to offer them what they were missing before (this can be used as a good price negotiation tactic), let them know that as much as this isn't standard practice, you are prepared to honor that on an exception basis. It's an exchange, In their efforts to help you perform better at your job, you are wiling to offer them something special.