Having had some experience in direct sales and having observed a number of people showing up at my door to sell a product, here are some techniques used to promoted the product and make the prospect want to buy the product:
SMILE:
Smile is the door-opener and ice-breaker. An honest smile is what make people continue speaking with the sales rep.
PASSION:
Passion about the product, that’s what a rep is to show. Being passionate about the job makes us believe the salesman is good. We, as buyers, do not focus on a pimple on the rep’s face or on any other part of the person, which sticks out (I usually do when I see no passion in the salesman’s eyes).
EYE-CONTACT:
Eye contact is very important as it shows confidence and allows to observe the prospect’s behaviour.
Good salesmen master these techniques to perfection. Prospective buyers (the majority of us) should be also aware of these as it’s them who pay for falling for it.
Tags: direct marketing, direct sales, sales
April 21, 2008 at 16:00 |
One thing I have noticed is that when salespeople really believe in their product and really think it will help fill a need, I relate to them better.
April 26, 2008 at 03:54 |
You make some good points but still like having people come to me instead of me hunting them down and shooting off a sales pitch.
If you are promoting your product through cold contacting then make sure you tell your story of why you like your product and what it does for you. Use a human voice and don’t use techno babble when describing what your product does. Saying that it’s a patented product that has the highest ORAC value and it’s the best product around. People tune out because they feel they are being sold. People never buy when they feel they are being sold. It has to be their decision so enable them to make their own decision.
April 28, 2008 at 22:08 |
Absolutely true: people never buy when they feel they are being sold. The utmost art in sales is to make people believe they need the product…
May 20, 2008 at 13:49 |
The thing that you missed out of it that is by far the most important is the ability to ask professional, credible questions. No salesman has ever had any length of success ubnless they can master this skill.
September 17, 2008 at 16:25 |
Couple other additions:
Know your product/service, and how it transforms into a benefit for the client
Don’t sell…listen, if there’s a fit, suggest (see number one) if there’s no fit, move on…
Leave the door open…
Nice post
May 9, 2009 at 11:27 |
Nice comments…Worth adding to the post.