Getting your product in your customer’s hands will increase your close rate. Getting them to use the product in the place that replicates their own situation will greatly increase your sales and profits.
The practice of getting your products and services into the customer’s hands and minds is nothing new. Back in the ’60s my father led the television sales industry in our area because he was the first to give customers a three-day demonstration in their home. When the competition copied him, he increased it to five days. That strategy worked so well that we even gave customers a demo period to try out the tires we sold in our tire business.
Take a close look at the products you sell. Make a list of all of the benefits the customer will receive from your products and services. Not the features, the benefits. The benefits are what the customers derive from those features. People buy benefits not features. I like to give customers a list of benefits they’ll receive from my products and services when they are demonstrating them. It helps them to recognize the benefits and gives them the feeling of ownership and necessity.
Another way to enhance the customers felling of necessity, the feeling that they can’t live without the product or service, is by pointing out the benefits by asking choice questions. When you give your customer’s a choice they usually will pick one of them. The good, better, best selling style has been around for many, many, many years. When you give your customers a choice of different products that will solve their problems, needs and wants, the question becomes which product they’ll buy from you instead of what they’ll buy your competition.
It’s the same when you’re selling services. Get your service in the customers mind by giving them choices. For example, what would be better for you to hire a sales trainer who only knows what he has read in books or someone who has actually owned and operated businesses like yours?
It does not matter what you are selling, all you have to do is pick the benefit you want to express to your customers and giving them a few questions.
Demonstrations help you sell more products and services faster because when your customer is involved in the demonstration it gives them the feeling of control. People buy more when they feel they are in control.
Get your products in your customers’ hands and your services in their minds. Presentation without demonstration is just conversation.
Bob Janet of Sales Growth Now provides seminars and keynotes to help companies increase sales and profits. He can be reached at 800-286-1203 and www.BobJanet.com.
