Sometimes when we do a good job of giving a Feature, Advantage and Benefit presentation we just don’t get the excited “buy in” we are looking for from our prospect. There could be any one of several reasons for a less than exceptional reaction. For the purposes of this article, I am going to concentrate on just one reason and explain how to fix it. Read the following benefit statements aloud. “Mr. Prospect, the new management skills that your managers will have at the end of each monthly session will help them improve productivity and profitability.” “Mr. Prospect, the new tread design on ...
Some salespersons sell products that lend themselves very well to “add on” sales. For the purpose of this article, I define “add on sales” as additional products or services that may be of value to a buyer of a new item. In this article I will use the sale of a 54” High Def Flat Screen TV as the primary purchase. This product is currently listed at about $2000. The two “add on” items I will use are a stand to hold the TV and a Five Year In-Home Service Warranty. This stand would sell for approximately $200 ...
Once we have found our prospect, it is important to understand why and how to qualify him to determine his level of interest. What are the different levels of interest? Does this prospect Require (need) a product/service like ours? For example, if the prospect is a nurse, he or she would need a watch with a highly visible way to see the seconds in order to take a patient’s pulse. Does this prospect Desire (want but not need) a product/service like ours? For example, if the prospect has a watch that is ...
