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Step 1
The giant change in sales presentations today is the use of the Internet. Wow, what an improvement. The sales presentation is available at all times and with the many usual distractions it is difficult to hold the buyer's attention. Now the buyer can tune into the sales presentation at their own time and is more likely to be in the mood to make a decision. A personalized message with targeted sales points is still possible, in fact, with the proper preparation the reasons to buy can be laid out. How the buyer will be impacted by the product or service, the benefits, the value, and the need to act now. All the same tested sales points and closings that have brought results over many years.
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Step 2
Think about the salesperson being in Atlanta and the buyer in Seattle. The salesperson can be persistent and relentlessly pursue the sale without hopping a flight and spend a whole day with possibly only one presentation. Now frequent reminders of your products and services can be reinforced with all the information why the buyer should buy. It is also the opportunity to point out additional uses and reasons to buy. On the follow up online presentation inducements to buy, tips on personal aspects for the buyer. A salesperson needs to be an advocate for the buyer and demonstrate to the buyer, warranties, guarantees and service policies that may exist. Subsequent contacts can be used to build trust and with the constant follow up convince the buyer the desire for the business and sale. People are naturally cautious and need the reassurance. Within time doing business online will become more profitable as the opportunities to expand at much lower cost is developed.
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Step 3
How does a salesperson personalize and target the sales message from a distance or even next door without the live presentation with a question and answer go around? That's even easy and yet another opportunity to build the sale. The of the number one principles of selling is to "listen" to the buyer. You ask the question looking for the points of resistance and looking for way to over come the objections to the sale. How to meet that listening and receiving the necessary feedback to personalize a sale can be met in several different ways. A survey or questionnaire as to the buyers current needs and updated situation. Build some simple questions around your product and services discover more reasons for doing business with the sales company. In the next correspondence with the buyer you can relate to the newly discovered buyers needs and desires. Don't just go easy on the buyer, put them to work helping you to sell them.
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Step 4
An additional most important part of a sales campaign must include endorsements and testimonials. Everyone likes to know other people have bought and found satisfaction with the products. Tell stories of how other buyers have used your products with a short note of thanks or such from the buyer. The service after the sale is just as important as before, every customer should become a "bird dog" for you. Referrals are powerful and work to cut through buyers resistance. A referral or recommendation from someone in the same association or similar business is always a door buster.
A simple thank you, a follow up for service , or a request for referral helps build a loyalty. A simple request for grading of our product or service builds us a step closer to that next sale. This is the base for referrals, testimonies, that are used to build credibility for future marketing and to put the client into a permanent relationship on a mailing list. Put your new customer in the position of a "pointer" for you, a "bird dog" for your future business. Simply ask if they can think of someone you should call on to help solve any business problems they may be encountering.
