No Pressure Approach
A major reason that consumer’s do not buy is because they do not fully understand what product or service we are selling and how they may use and benefit from it. Many Business Leaders and Salespeople often assume that after just one sales presentation, the consumer is as familiar with the details of our product or service as we are. This may be a big mistake. In Educational Selling, we need to take a low pressure or No Pressure Approach. We do not try to influence or persuade the consumer in anyway.
In the “show” part of our presentation, explain or demonstrate how our product or service works to achieve a particular result or benefit. Get the consumer involved. Ask them to do something, try something out personally, or make calculations to prove our points.
In the “tell” part of our selling process, explain the features and benefits of our product or service, using stories, statistics, research results and testimonies from other satisfied consumer s. Like a lawyer, build a case for what we are selling, presenting evidence in the form of visual aids or written materials that prove the quality and usefulness of our product or service.
In the “ask questions” phase of our selling process pause regularly to ask questions and invite feedback on what we have presented so far. One mark of top business leaders and salespeople alike is that they keep their prospects involved in the sales process by continually requesting comments and opinions as they go along. When we show, tell, and ask questions, we position ourselves as an educator rather than a salesperson.
The more competent we become at learning our customer ’s real needs, and the better we teach our customer how to get the very most out of what we are selling, the more the customer will like, trust and want to do business with us, over and over again.
Try this, take out a sheet of paper and draw three lines down the page, creating three equal columns. At the top of each column, write the words “Product Feature,” “Product Benefit,” and “Customer Benefit.” List each positive sales feature of your product or service in the first column. In the second column, write the product or service benefit attached to each product or service feature. In the third column, define the customer benefit, the answer to the question, “What’s in it for me?” Practice positioning yourself as a teacher with your prospects. Focus your presentation on helping your prospects to understand how helpful your product or service will be, trusting fully that if they understand completely, the sale will take place automatically.
“Remember, Success is always Within Reach”
#terry ogburn #entrepreneur #Business #Business Development #Business Sales #business coach #business coaching
In the “show” part of our presentation, explain or demonstrate how our product or service works to achieve a particular result or benefit. Get the consumer involved. Ask them to do something, try something out personally, or make calculations to prove our points.
In the “tell” part of our selling process, explain the features and benefits of our product or service, using stories, statistics, research results and testimonies from other satisfied consumer s. Like a lawyer, build a case for what we are selling, presenting evidence in the form of visual aids or written materials that prove the quality and usefulness of our product or service.
In the “ask questions” phase of our selling process pause regularly to ask questions and invite feedback on what we have presented so far. One mark of top business leaders and salespeople alike is that they keep their prospects involved in the sales process by continually requesting comments and opinions as they go along. When we show, tell, and ask questions, we position ourselves as an educator rather than a salesperson.
The more competent we become at learning our customer ’s real needs, and the better we teach our customer how to get the very most out of what we are selling, the more the customer will like, trust and want to do business with us, over and over again.
Try this, take out a sheet of paper and draw three lines down the page, creating three equal columns. At the top of each column, write the words “Product Feature,” “Product Benefit,” and “Customer Benefit.” List each positive sales feature of your product or service in the first column. In the second column, write the product or service benefit attached to each product or service feature. In the third column, define the customer benefit, the answer to the question, “What’s in it for me?” Practice positioning yourself as a teacher with your prospects. Focus your presentation on helping your prospects to understand how helpful your product or service will be, trusting fully that if they understand completely, the sale will take place automatically.
“Remember, Success is always Within Reach”
#terry ogburn #entrepreneur #Business #Business Development #Business Sales #business coach #business coaching