The Intuitive Group: What It Takes To Be an Expert in Your Field
Experienced salespeople are expert users of language. This is learnable. Words are your stock-in-trade – in addition to your real product of course. When you know and draw on your language inventory, you’re way out in front of competitors who don’t take the trouble to collect and polish words.
Can you summarize your product’s advantages in a clear short sentence? Theodore MacManus, who sold hundreds of millions of dollars’ worth of automobiles, suggests that one short, simple, product-benefit sentence is the way to close more sales.
So you might be saying, I’ve already mastered my presentation and can deliver it easily but prospects still don’t buy. The issue perhaps is that your prospect is unable to assimilate the facts.
I know you believe you understand
what you think I said.
But I am not sure you realize
what you heard is not what I meant.
How to Improve?
Cut out the ahs, ums, and buts. Keep your chin off your chest, flow out your tones, be enthusiastic, and learn to listen. Above all, know when to stop talking and start listening. Talk persuasively until your client starts talking informatively. When he starts talking about benefits, keep listening – but start writing the application form.
This is why it’s important to analyze your audience’s receptivity again and again.
Here’s a quick guide to delivering great presentations.
Don’t knock competitors. It’s counter-productive.
Don’t question a customer’s decision to consider competitive products. Instead concentrate on your own selling points.
Don’t habitually socialize. It can be risky. When a buyer begins to expect such treatment, withdrawing becomes painful.
Don’t complain to buyers about your work or domestic problems.
Don’t overtalk technical information. Buyers are interested in what a product or service can do for them.
Don’t try to impress customers with your professional qualifications, education, social status. Learn about each buyer’s personal history and adapt your conversations accordingly.
Thanks for stopping by!
About The Intuitive Group, Inc.
The Intuitive Group, Inc. is headed by CEO & Founder Matt Silenoand headquartered in Vienna, Virginia. The company specializes in direct marketing by bringing products and services directly to consumers. The company works with team members from day one to train them for the job and for the rest of their lives. The skills gained help team members excel in the company and in life. The Intuitive Group, Inc. is accredited by theBetter Business Bureau (BBB), adhering to BBB Code of Business Practicesdedicated to sound advertising, selling and customer service practices that enhance customer trust and confidence in business. For more information about The Intuitive Group, Inc. please visit http://www.theintuitivegroup-dc.com/.
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Tags: Better Business Bureau, Business, business ethics, Buyer, Customer, customerservice, Direct marketing, Languages, Linguistics, Natural, Product (business), Sales, Salesforce.com, Social Sciences, Vienna Virginia
About The Intuitive Group, Inc.The Intuitive Group, Inc. is a privately owned company that performs sales, client acquisitions, and retention for Fortune 100 companies. We perform face-to-face sales and customer service with the small to mid-sized customers of our Fortune 100 clients; a proven method for winning new customers. Direct mail, telemarketing, and media advertising fail while our approach to sales achieves a success rate unheard of in other marketing strategies.
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