How do salespeople make someone see the value in a product
that they’ve never seen or heard of before?
It’s not that difficult for the average person to do when they follow
several easy steps.
Learn everything that there is to know about your new
product. Have several associates write
down as many questions as possible and then determine the answers for each
one. Know all associated facts, figures,
and test data that is relevant. Be an
expert on your product and know a lot more about it than your competitors. Practice your demonstration in front of a
test audience who has no prior knowledge of your product. If you are performing this demonstration at a
trade show, try to condense the most important parts of the presentation into
the first 15 to 20 seconds. You may not
have much more time than that initially.
Do not assume that your potential customers know anything at
all about this new product. Begin by
asking several pointed questions to evaluate how well they know the type of product
that you are presenting. Adjust your
communication with them appropriately and speak on their level. Now, identify a problem area in their life or
in their job that your product will satisfy.
Use as many visual aids as possible. The majority of the world learns easier when
you show them something rather than just tell them about it. Find a way to demonstrate your product that
will defy their logic. Try to determine
the best visual display to impress them and help them to remember what they saw
for at least for several days. Don’t
leave them hanging with unanswered questions, though. Form a bridge of thought that will lead them
back to the practical use of your product to meet their needs.
The most important thing to do is to collect the potential
customer’s contact information so that you can follow-up with them later. When you do call, be sure to reference
something memorable from your demonstration that will help them to remember who
you are. Be sure you are the one to
call. Don’t leave this important
follow-up to someone else.
Get the business and then be sure to thank your new
customer.
Tips
- Know everything about your product
- Be aggressive, but not obnoxious
- Even if you know that someone probably won’t buy your product, tell them about it anyway and do it with enthusiasm. They just may tell their friends and who knows where that will lead?
