Most everyone who reads this blog are sales reps, and
EVERYONE who reads this blog are consumers.
As a consumer, I want to ask you to think back at the
purchases you have made over the past 6 months. Everything you have bought from
your groceries to any major purchase you have made. How many of them have you
made sight unseen?
I will bet not too many and the ones you did more than
likely had a return policy that allowed you to return whatever it was if you
weren’t completely satisfied.
Seeing, feeling, trying, and testing items we buy is a basic
need for most people. We feel more comfortable if we are able to inspect an
item before we buy.
And with that being said, I still see sales reps walk into
prospects and customers empty handed. It is so simple to bring either a product
sample or literature about your product or service in with you when you make a
sales call. This way the customer can satisfy their need to inspect what you
have before committing to the sale.
If we know this as sales reps, why would we ever try and
TALK through the sale? Why would we ever try and describe our product instead
of demonstrating our product? Why would we ever attempt to walk a customer
through what we do and how we do it rather than SHOWING the customer what we do
and how we do it?
I have heard numbers like 40% to 50% better chance of closing
a sale when you have a live demo of your product as opposed to an explanation. That’s
huge! Can you imagine how many more sales you could close by doing this one
basic step, carry something in with you.
Lorin
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