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Don't sell features. Don't sell benefits.
zhushao999 says:
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roslan53 says:
You are right there but my advise is to approach your prospect as a friend. Show that you have concern for your prospect. It would be best to start with some small talks finding out more about the prospect. Once the prospect is comfortable with you, it will be easier for you to talk freely and to promote. Do not focus on selling yet but focus on how it can help the prospect to overcome his problems. Be aware that not all prospect will look at the financial aspect of it. You must evaluate the situation and determine what is the best approach. If the prospect is more concern about product quality then you should approach it that way. Likewise if the financial aspect seems to be more important then that is your cue on the approach.
However whatever approach you choose, be honest about it. Do not promise mountains if it is just a hill. You want a long term relationship not a short one.
You are right there but my advise is to approach your prospect as a friend. Show that you have concern for your prospect. It would be best to start with some small talks finding out more about the prospect. Once the prospect is comfortable with you, it will be easier for you to talk freely and to promote. Do not focus on selling yet but focus on how it can help the prospect to overcome his problems. Be aware that not all prospect will look at the financial aspect of it. You must evaluate the situation and determine what is the best approach. If the prospect is more concern about product quality then you should approach it that way. Likewise if the financial aspect seems to be more important then that is your cue on the approach.
However whatever approach you choose, be honest about it. Do not promise mountains if it is just a hill. You want a long term relationship not a short one.
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HONEY23 says:
Good marketing techniques to solve a persons problems.
For more sound strategies go to http://tinyurl.com/cyqdf9e
Good marketing techniques to solve a persons problems.
For more sound strategies go to http://tinyurl.com/cyqdf9e
Instead, base your sales presentation on your
prospect's most pressing problem. Then you'll have
your prospect's attention.
For example, if you talk about the weekly bonus
checks, that's a feature.
If you talk about the benefits of weekly checks
(not waiting until the end of the month, getting
your earnings quicker, instant gratification for
work performed, etc.) - you're doing better, but
it still won't rivet your prospect's attention.
Try talking about your prospect's most pressing
problem. For example, you might say:
"Next Tuesday your mortgage payment is due. That
could eat up most of your paycheck. Wouldn't it be
nice to get a check from our company that would
pay the mortgage payment for you? Then you'd have
your entire paycheck to do what you want."
See the difference?
Your prospect is constantly thinking about his
problems - not your benefits.