When presenting your product or service to a potential prospect, there is a lot to consider. It’s important, or course, to know the features and benefits of what you are selling, but it’s more than that. You also need to be able to build rapport, and then listen well, understanding the needs of the person you’re talking with.
Here are four things you can do to help you become an ace with your sales pitch, and close more sales:
- Do your research – Before you are ever in a position to present your product or service, make sure you’ve taken the time to immerse yourself in all facets of the direct selling company you are involved in and how best you can relate it to your consumer base. Basically, do your homework and come to the table prepared.
- Know your prospect or customer – When you present to a specific customer, the most important thing you can do is ask questions to understand that customer’s specific needs and communication preferences. Begin by establishing a solid foundation and ask about family, their current occupation, what they would do if they were financially secure and free from time constraints. Also, find commonalities that help the customer feel more at ease and connected with you. Be sure also you are communicating in the way that the customer prefers…do they prefer communicating through email, via phone, in person…make sure you know! The more you can learn about the customer and what speaks to them, the better able you’ll be to customize your presentation in a way that specifically addresses what the customer is looking for.
- Focus on value – After you have a good understanding of what the customer needs, it’s time to present products/services that meet those needs. Focus on what you’ve learned about their needs, and highlight how what you have to offer will bring value to the customer’s life. This could be financial or it could be lifestyle-related. Remember to focus on what the customer has told you they are looking for, and highlight how the customer will benefit when they choose your product.
- Make a conscious effort to close deal – After you have presented the products or services that will best meet a customer’s needs, it’s time to close the deal. It’s not enough to present a list of benefits. You must ask for the sale. But be sure you make a conscious effort to close the deal, because you can’t expect your customer to do so.
When you regularly apply these four steps, you will find that you are more likely to close sales because you are focused on the needs of your customers and prospects, rather than on a list of features and benefits. Sales is a people business, and the more focused you are on meeting the needs of people, the more successful you will be! Become the Closer!
Get started today and check out the possibilities of what the direct selling industry can do for you. To learn about the Team National opportunity, go to www.saveandearnmore.com.