The presentation should be a point of importance during the primacy of a negotiated sale. During the presentation of you and your client must have already established a rapport and the client must already enjoy a desire to know something interesting.
Sure, many sellers come from the customer with samples and huge overflowing of samples, and so often when we finally arrived we forget the customer relationships, emotions and preparation for sale, and often, after a chat vague they begin with the present product.
Of course, even in these cases you will get sales, but here we are talking about how to get results “different” by selling to as many people as possible.
So, before submitting the product is to be devoted to that described above (create a rapport and create a desire), then show what should be the object of desire of the customer.
Your goal is to let the customer know the benefits, services, characteristics of the object that will make you happy if you buy the product, but that will leave an empty feeling if you decide to return home without having made the purchase.
Here you will learn how to present the product.
- Boost the benefits
- Associate benefits only to the product (during the negotiations)
- Use the flaws of concurrent clients (if desired)
- Present the price with conviction
Amplify the benefits
For starters, remember that there is no perfect product or service.
No matter what you sell you must learn to live with any defect in the product. It is assumed however that the flaws of your product you know them better than your client. That said, you begin to speak well of the product you sell, because if the seller already spoken against the company and the product, what customers?
All this may seem obvious, but I assure you that many sellers end up making a bad publicity for its products.
Therefore, knowing the problems exist at the time of presentation of the product the seller has only to amplify the positive characteristics of the object in question. Of course, as we have said many times before, the features must be truthful and must be convinced of the good quality of the product.
The rule is to focus 100% of your attention to product quality, even though they represent only a small part of what you are selling. This way you will consistent and a reassuring message to the customer.
If you do not trust or if you think your product has more disadvantages than benefits, perhaps it is better to change business or sell something else.
However, there are some situations in which to highlight the defects can be valid. One is when you want to anticipate the objections of the customer and another, and when we realize that this product is not for sale to the customer and probably result in customer dissatisfaction.
In conclusion, make a list of everything that you really believe and all that will really benefit your customers, all that can make the most indispensable product for them, then make a list and use it as something precious. Valuing benefits is always positive. Let defects for your competitors.
Combining the benefits of the product only
Have you ever seen a commercial for a product that shows potential contraindications or associations with its positive effects for the user? The answer is NO.
Every company aims to associate with that product and a positive image of wellness. The ads show men strong, free and determined. Drinks and Spirits associate happy people, happy to drink and feel good in the company. The ads show the power of the car, overtaking, security and social status of those who drive a car like that.
All this is done to establish an association between positive emotional states and showed the product sold. The seller has to behave a bit ‘such as advertising, to bring customers to have positive emotions while you are presenting the product.
For this reason, during the presentation, one must speak not only of product characteristics, but also lead the potential customer to travel with the imagination. We should be thinking about beautiful places, special moments, with feelings like passion, love and freedom.
In short, the person at that time should be just fine.
E ‘depends on what you sell, you’re not selling an item, you are selling emotions.
If you sell lingerie, bringing the score to sensuality, comfort, her new love.
If you sell software you have to sell the convenience, fun, time saving, reliability and security.
If you sell food products sold hygiene, taste, health, naturalness, being together at the table.
Think of any product and find out what emotions are behind us, if you find out what is the emotion that triggers a purchase you have completed the sale.
If you perform this operation you will be always remembered in a positive way and the product will be associated with these feelings.
Use the flaws of competitor’s customers
The use of the artifacts of competing products during a sales negotiation is a controversial issue. Some believe that it is neither necessary nor ethical, others believe that it is irrelevant to point out the faults of others during the negotiations, while others think it is a fundamental and based all negotiations on them.
Now, remember that: “Selling is helping someone make a good decision.” Richard Bandler
And you, the sellers know that your product is better or more useful for the consumer to the competitor; you want to let your customers buy that product without even making them aware of possible defects?
Knowing the defects of the competitors is part of the knowledge that a seller must have in order to operate in the market. To present to the customer in a sincere manner and with the intention to make the customer know what are the options available on the market, is part of the job of a good salesman.
In conclusion, the flaws of competitors used only if this benefits the customer, but if your selling style is different or if you feel uncomfortable, keep your line and your ethical way of being.
Presenting the price with conviction
For some sellers it is a common thing, for others it is the hardest moment of the entire sales process.
The latter are doing everything to delay the time to talk price. So scared, imagine the customer who complains and gives up the purchase because the price provided is too high.
It is probably one of the most common phobias sellers. Phobia that often turns out to be unfounded. The customer knows that what is sold has a value and if you notice hesitation by the customer, the seller is inclined to think that the cost is too high. It ‘obvious that the customer wishes to pay the price of an item related to the benefits and performance of the product, so it will be your job to ensure that these benefits are perceived by the customer with an appropriate value and correlated to the price.
Remember to be consistent with what you say, if you first think that price is too high, the customer will perceive. Do you think that a pen can cost a euro to a thousand or more?
So the advice to overcome this phobia is:
You have to believe that the price is suitable for a customer. For you, a product may be expensive or cheap, but the customer can be perfect.
You have to believe that the price is suitable for the product, its characteristics and its quality.
Talk about money in the most natural and casual as possible, unless it is an offer not to be missed, and then we should use to your advantage.