TOO MUCH IS TOO MUCH

“…and my product can do this, and that, and more of the other thing and if you need it to it can also do something else.”

Blah, Blah, Blah…

Does a sales presentation like the one above sound familiar to you? I hope it doesn’t sound like one that you have done recently but rather one you have heard someone else do (preferably from another company).

I find that new sales reps unleash the “feature dump” as a means of trying to establish themselves as experts in their industries. The problem is this method usually doesn’t lead to sales and the rep never lasts long enough to actually become an industry expert. This is known as a “Catch 22” from the book by the same name. A Catch 22 is a circular problem, you use the feature dump to establish yourself as an expert, you don’t make sales because you use the feature dump, you don’t last long enough to actually become and expert.

I can almost hear you asking, “So Lorin, what is the solution?”

Simple, stick to the basics of selling and use a sales process that is proven to make sales.

Now I can hear you asking, so Lorin, what is the process?”

I’m glad you asked, the simplest sales process is this;

1)      Discover the customers pains (problems)

2)      Build the value of your product or service by matching its features with the solutions needed to remove the pain and solve the problems.

Sorry this is so complicated but if you go step by step you will find yourself closing more sales.

I am making fun of a very serious subject. In my experience more reps have failed because of this one fact than any other single action.

You don’t need to oversell your product or service, you need to VALUE SELL your product or service. Every buyer I have ever met would rather hear one or two features that mean something to them than they would 10 features that have no affect on them. One solution to a problem will get you more sales than 100 features that don’t have anything to do with the buyers business.

Once you know this, practice this, and DO this, you will start to see how Value Added Selling is the shortest distance between a Hello and a Thank You.

Lorin