Home | Business | Sales-training
1. You – customers want to know you’re talking to them. Instead of saying, “Customers who bought this cordless drill saved money in labor,” say, “You’ll cut down on labor costs when you own this drill.2. Money – Everyone likes to know that they are getting good value and yet many sales people avoid talking about money. “You’ll save money on labor costs when you own this drill.” Address the money issue early in the sale and it won’t be a deal-breaker later.3. Guarantee – Many of the products you represent have guarantees backed up by the manufacturers. Though, often neglected as a sales tool, it rates high as a deciding factor for customers. By offering a guarantee, it takes the pressure off the buyer who fears making a wrong choice. “This drill carries a money-back guarantee.”4. Benefit – Sure, everyone knows “sell benefits, not features,” but often the customer is unaware of the benefit unless you point it out. “When you own this cordless drill, an added benefit is the money you’ll save on extension cords.”5. Customer’s Name – Dale Carnegie told us years ago that people love to hear the sound of their own name. Using a customer’s name personalizes the sales process and keeps your presentation from sounding “canned.” Avoid overusing the name. It sounds insincere. “This drill has your name on it, Steve.”
Article Source: http://www.content.onlypunjab.com
Dandridge is a sales trainer, speaker, and author of the book "Thinking Outside the Bulb." Find out how your sales counter measures up with the "Customer Experience Index" at www.HighVoltagePerformance.com
Please Rate this Article
5 out of 54 out of 53 out of 52 out of 51 out of 5
Not yet Rated
