We’re all familiar with the term Value Proposition. Most often it is used to describe how your company differentiates itself from the competition. A good Value Proposition is usually put together by the marketing department and is generic enough to be used in a variety of situations.
One of the most startling changes in selling over the past decade has been the rapid evolution in customers’ overall sophistication and knowledge (courtesy of the Internet). According to a research study most customers are 85% through their purchase process before they even call a sales person. And by that time, they may have decided that your competitor was a better option.
One of the worst mistakes salespeople make, even highly experienced ones, is “feature dumping.” Here the sales professional drones on and on about the features of his or her product or service, without really knowing what the buyer really wants. Or maybe the sales professional does know but is unable to customize his or her presentation accordingly.
One of the most nerve wracking experiences for any sales professional is making sales presentations to buying committees. Public speaking is always a challenge for people, particularly when a sale may be depending on the presentation.
Dating as far back as the Stone Age, the art of story telling is a highly effective form of communication. People are simply hard-wired to hear stories. In fact, the London School of Business found that people retain 65 to 70 percent of information shared via a story versus only 5 to 10 percent of information conveyed through statistics.
One of the primary frustrations every sales person experiences is when a prospect who appears to be interested in their products and/or services stops responding to their e-mails and phone calls. They are now in a position where they have to come across as professionally persistent as opposed to annoying. Here are helpful sales closing techniques to use when the prospect goes silent.