While giving the product or service presentation, it’s important that the salesperson learns the technique of recognizing the difference between those customers who are interested and needy and those who are not. Need identification is a vital step to be taken here. The sales professional must be prompt enough and be professional in nature. The sales people must be specific and brief enough in providing knowledge about the service or product offered to the prospects. Bulk of the business preferably must not be done during the prime business hours. Sometimes, the calls that are placed at or around 8 a.m. or 6 p.m. will be received by a decision-making prospect that has more time for talking. Being a salesperson, you can also leave voice mail messages at night as that will be the very first message to be heard by your prospect in the morning, thus increasing possibilities of receiving a return call.
Salesperson trying to present valuable products and services for meeting the needs of the customers, can also ask certain questions for having better knowledge of the customer’s want and how the offerings should be sold. Sometimes it is seen that too many sales representatives enter into a conversation with the prospect where the features of the products and services are discussed. But it should be kept in the mind of a salesperson that the only thing that the prospect cares about is that how these features will benefit him/her. So, the salesperson needs to give the product or service presentation in terms of customer benefits, how the features are going to help the customer, etc. Sometimes, a bit of relationship marketing where friendliness is established between the prospect and the sales rep for retention of existing customers.
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