Hub You - Get to the Point: What Do You Sell, and Why Would Anyone Want It?

• You research.

• You make contact.

• You set up an appointment.

• You give a powerful presentation.

• You set up a trial of your product.

Chances are you will have to go through most, if not all, of these steps with your prospect before they will seriously consider purchasing your product. All of these fundamental things can either be a step towards that wonderful sale, or a devastating roadblock. If you get stuck at one, you may never make it to the sale. You must see the sale as a broad picture and understand exactly where you are in its progress at any given time. You must have a clear objective of where you want to go and understand the motives that will make your prospect want to take the next step with you.

Sell your way from one point to the next

“Selling your way” to the next step doesn't mean pushing your product on your prospect at the initial contact and not stopping for a breath of air until they decide to buy. That kind of pushiness will only make your prospect want to avoid you. You are only selling your way to the next point, not to the actual finish line . If you are only trying to get information from a gatekeeper, then sell them on giving you that information! If you are trying to set up an appointment, then sell the appointment! If you are trying to get your prospect to try your product, then sell the trial! Sell only what you need to sell to get you to your specific objective.

Know what motivates your prospect to take the next step

It's more important to learn why customers buy than how salespeople sell. Knowing an individual's specific motives is the key to creating a personalized approach. This will keep them interested in what you have to say and encourage them to follow your lead, taking them closer and closer to that sale. Get as much information as you can about the company, people and the SPECIFIC application of your product. Knowing your customers well will result in the understanding of why and how they would buy your product.

Different steps mean different motives

Being in tune to your customer's motives means knowing what will motivate them at different points in the sales process.

For example, what motivates a person to listen to your presentation is different than what may motivate them to test your product. Let's say that you are selling copiers, and you are correctly starting at the top of the organization by speaking with the CEO. Perhaps you left them a creative voicemail or an informative fax with ways to increase productivity. These may interest and motivate them to give you ten minutes of their time for a presentation. However, it may not motivate them to go through the time and effort of actually testing your product.

Different people mean different motives

Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.

Sell your way from one point to the next

“Selling your way” to the next step doesn't mean pushing your product on your prospect at the initial contact and not stopping for a breath of air until they decide to buy. That kind of pushiness will only make your prospect want to avoid you. You are only selling your way to the next point, not to the actual finish line . If you are only trying to get information from a gatekeeper, then sell them on giving you that information! If you are trying to set up an appointment, then sell the appointment! If you are trying to get your prospect to try your product, then sell the trial! Sell only what you need to sell to get you to your specific objective.

Know what motivates your prospect to take the next step

It's more important to learn why customers buy than how salespeople sell. Knowing an individual's specific motives is the key to creating a personalized approach. This will keep them interested in what you have to say and encourage them to follow your lead, taking them closer and closer to that sale. Get as much information as you can about the company, people and the SPECIFIC application of your product. Knowing your customers well will result in the understanding of why and how they would buy your product.

Different steps mean different motives

Being in tune to your customer's motives means knowing what will motivate them at different points in the sales process.

For example, what motivates a person to listen to your presentation is different than what may motivate them to test your product. Let's say that you are selling copiers, and you are correctly starting at the top of the organization by speaking with the CEO. Perhaps you left them a creative voicemail or an informative fax with ways to increase productivity. These may interest and motivate them to give you ten minutes of their time for a presentation. However, it may not motivate them to go through the time and effort of actually testing your product.

Different people mean different motives

Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.

Avoiding CRM Failure
If you're evaluating a CRM suite in particular, you may have heard a lot of horror stories about CRM investments going to waste. Rest assured, it's not the technology; cases of outright technology failure are rare in e-business, and their heyday was years ago, when a lot of applications were in their early generations.Much more often, CRM failure has to do with the old saying, much beloved of coaches, that goes, Fail to plan, plan to fail. This is the point emphasized by Mike Murphy, executive director of Siebel Global Services. Addressing his company's CRM audience some monthness will only make your prospect want to avoid you. You are only selling your way to the next point, not to the actual finish line . If you are only trying to get information from a gatekeeper, then sell them on giving you that information! If you are trying to set up an appointment, then sell the appointment! If you are trying to get your prospect to try your product, then sell the trial! Sell only what you need to sell to get you to your specific objective.

Know what motivates your prospect to take the next step

It's more important to learn why customers buy than how salespeople sell. Knowing an individual's specific motives is the key to creating a personalized approach. This will keep them interested in what you have to say and encourage them to follow your lead, taking them closer and closer to that sale. Get as much information as you can about the company, people and the SPECIFIC application of your product. Knowing your customers well will result in the understanding of why and how they would buy your product.

Different steps mean different motives

Being in tune to your customer's motives means knowing what will motivate them at different points in the sales process.

For example, what motivates a person to listen to your presentation is different than what may motivate them to test your product. Let's say that you are selling copiers, and you are correctly starting at the top of the organization by speaking with the CEO. Perhaps you left them a creative voicemail or an informative fax with ways to increase productivity. These may interest and motivate them to give you ten minutes of their time for a presentation. However, it may not motivate them to go through the time and effort of actually testing your product.

Different people mean different motives

Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.

My First Job
People always remember their firsts: first day in school, first day in college, first day in university, first job, first love, first kiss etc. For me it is my first job which is very memorable.But before that some history about myself. I came to USA for doing Ph.D in physics which I completed in 1993. After that I worked as a post-doctoral research associate for two years in Norman, OK. But when the funding ran out and it turned out I am not quite the Einstein I thought to be, I was left with no choice but to find a job outside of academia.Some people said with mye key to creating a personalized approach. This will keep them interested in what you have to say and encourage them to follow your lead, taking them closer and closer to that sale. Get as much information as you can about the company, people and the SPECIFIC application of your product. Knowing your customers well will result in the understanding of why and how they would buy your product.

Different steps mean different motives

Being in tune to your customer's motives means knowing what will motivate them at different points in the sales process.

For example, what motivates a person to listen to your presentation is different than what may motivate them to test your product. Let's say that you are selling copiers, and you are correctly starting at the top of the organization by speaking with the CEO. Perhaps you left them a creative voicemail or an informative fax with ways to increase productivity. These may interest and motivate them to give you ten minutes of their time for a presentation. However, it may not motivate them to go through the time and effort of actually testing your product.

Different people mean different motives

Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.

Thoughtful Recruiting for Your Stamp or Scrap Biz
You just signed up for a scrapbooking or stamping direct sales company. You now start on the recruiting "train". It's not required, but it seems to be the "thing to do". You hold workshops or parties and all through the workshop, you "sell" the idea of joining your company with the idea that if you can get people to sign up, you'll be home-free - making money on THEIR sales - WooHoo! Sounds like a good plan, doesn't it? Well, maybe not. Nothing can potentially kill a good business faster than recruiting. Huh? I'll say it again,han what may motivate them to test your product. Let's say that you are selling copiers, and you are correctly starting at the top of the organization by speaking with the CEO. Perhaps you left them a creative voicemail or an informative fax with ways to increase productivity. These may interest and motivate them to give you ten minutes of their time for a presentation. However, it may not motivate them to go through the time and effort of actually testing your product.

Different people mean different motives

Keep in mind that what motivates your prospect may also depend on their specific role or position within their company.

Trying to sell a copier to the CEO of a company (who rarely makes their own copies) is very different from selling it to someone who works in the front office (who has to continuously make copies). Chances are the CEO will be less impressed with the copier's easy to use features and incredible speed. They will probably be more interested in its contribution to profitability and productiveness. Those who use the copier will probably appreciate the specific features more and will have the emotional desire to buy it. If the CEO is the decision maker, it is very wise for you to start there, because that person has the authority to actually purchase your product. However, that doesn't mean that you should neglect the others in the company. The best way to use their motives to your advantage is to combine them! Suggest an appointment with the CEO and those who would frequently use your product. Addressing all of their needs and motives will stir up the excitement and emotion you're looking for and combine the desire for the purchase with the authority to buy it! The only way to get closer to the sale is to know where you currently are in the sales process. Knowing where you stand helps you define a clear objective to get to the next step and helps you discover what will motivate your prospect to follow. By motivating them to take that next step, you will be leading them closer and closer to the sale!

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.iadvice.info/article/37666/iadvice-Get-to-the-Point-What-Do-You-Sell-and-Why-Would-Anyone-Want-It.html">Get to the Point: What Do You Sell, and Why Would Anyone Want It?</a>

BB link (for phorums):
[url=http://www.iadvice.info/article/37666/iadvice-Get-to-the-Point-What-Do-You-Sell-and-Why-Would-Anyone-Want-It.html]Get to the Point: What Do You Sell, and Why Would Anyone Want It?[/url]

Related Articles:

Kennel Floors Can Be Bacteria Resistant & Skid Proof

The trend towards upscale kennels is making flooring paramount for good looks and healthful environments. Kennel epoxy flooring is not only seamless but can be Class III Laboratory qualified. Now used not only in veterinary operating rooms but also on kennel runways, divider walls and cages these mold and mildew resistant surfaces are easy to clean with hoses and squeegees. Bleach resistant epoxy flooring can take strong cleaners and heavy abrasion.

Our Attitude More Than Our Aptitude Determines Our Altitude

A well researched book, Emotional Intelligence brings together the scientific proof that it's our attitude more than our aptitude that determines our altitude.

Writing For The Lowest Denominator

You might have heard about the idea of writing for the lowest denominator when it comes to your copywriting. If you have heard it, do you know what it means..?

Bookmark it: