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what it does

Retail sales training and coaching.

Retail sales training and coaching, go together like a horse and carriage. There is an old adage that says:   This is particularly important in developing a successful retail team, and the reason, odd as it may seem, is simple... high-traffic interaction with people! You see, in a retail environment sales people, unless managed, drop into one of three modes: ...
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Pitch Perfect

Your route to being pitch perfect in presentations is simple. Firstly, understand that everyone gets nervous before making a pitch or presentation and accept that this is normal. [ap_column_wrap] [ap_column span="3"]If you think: Will I make a mistake? Will I stumble? Will I forget? Will I... you are setting yourself up for problems. The issue is with the 'I' element being your p...
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Convey an image

Convey an image but let the prospect reveal it! [ap_column_wrap] [ap_column span="3"]We have said many times that a salesperson needs to talk not about 'what it is...' but '...what it does' in order to sell successfully and repeatedly; however, there is much, much more to this. For example: If working in a hi-fi store I could say: "These headphones will enable you to listen to your music w...
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People don’t buy what you sell

This will come as a surprise to many but your customers don't buy what you sell! [ap_column_wrap] [ap_column span="3"] If you sell widgets I have some news for you. Like it or not, your customer is not buying your widget, regardless of how light, fast, durable, compact and cheap it may be. You may think or believe this to be wrong but I can tell you now that you are mistaken. What your cus...
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Show me the money…

Show me the money is more than just a movie line. [ap_column_wrap] [ap_column span="3"]In most areas in sales the advantages gained from a particular product/service boil down to money. In B2C this may be in the services sector making savings whereas in the B2B sector it may be a more efficient machine. Understanding the driving factor behind a buyer's reason for buying is critical in knowing...
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It’s Friday!

The 'Friday Feeling' means different things to different people and if you are a sales professional it often means a time of frustration, particularly in the B2B sector and the reason is that many businesses close early on a Friday making it impossible to reach prospects. So, now what? Golf is one option... Perhaps a better option is to reflect on what you have done this week. To see where y...
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Tell them what it does…

Last week we wrote about sales people talking about the product/service rather than what it provides to the customer. The next question is "When do you tell them 'what it does'"? Many presentations and demos begin with: who we are, what we do, how long we've done it, how much money we've made and then what it 'is'. If you are a complete unknown there may be some relevance to s...
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It’s not what it is…

So many sales people miss the point that whilst customers may-well be interested in the detail of the product/service, what makes them ultimately buy is what it does. Regardless of whether it is a chocolate bar, a piece of technology or a pension you need to convey to the customer what the item actually does, how they will benefit. Always keep in mind that "It's not what it is, it's what it ...
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