Professional Selling Be Brilliant On The Basics
August 28th, 2010 | 
Author: Professional Selling Be Brilliant On The Basics
Professional selling be brilliant on the basics.
The heart of selling is about the story of the product it self in advertising it is called the promise in the advertising giant Magnus David Ogilvy a promise is the soul of all commercial communication which includes selling and advertising the promise is the benefit for the customer .it is essence of all sales message it is what selling is all about
There are three essential element defining every good product. all of these combined makes up the product story or promise.
1 THE PRODUCT FEATURES : These are the physical characteristics of the product such as size contentcolourtasteingredientsflavoursshapedeliverypackageingusespricequantityquality etc
2 THE PRODUCT ADVANTAGE: These are the performance characteristics of the product which tells how it is used and /or how it will help the buyer for example: our brand of cars have fuel our printer print fast.
3 THE PRODUCT BENEFITS: This is precisely what the product will do for the customer . product benefit answers prospects questions of what is in for me ?
every sales person has to be very knowledgeable about his product story features advantages and benefits the product story is the soul of selling a good understanding of the three element that make up the product story is great aid sales success .A mastery of the product story brings about a good knowledge of the product he has to be able to effectively communicate them to a level where his prospect can adequately understand and make informed purchase decision product benefit come in two formsrational and emotional reasons .somebody can buy a product for basically emotional reasons such as buying a diamond ring or hummer jeep to confer the image of success a man may buy shares in a company for rational reasons practical business and economic reasons. People also buy a product for psychological reasons there are product designed to satisfy both the emotion and rational reasons so the sales person has to understand the buying motives of his prospect and tailor his sales presentation to answering the customer.
MODELSOF SELLING; in selling models have been built to explain the mental steps which buyers take in making purchase decision an understanding of the process is a great aid in helping a sale person to achieve success in sales.
CONVICTION; the prospect must arrive at a mental disposition to want to buy the product. at this stage he may not be convinced that your product is the best. you can only convince a prospect when you have succeeded to remove his doubts and fear completely about the product the prospect want to be sure that he is not making a mistake if u exploit these secret and your product will experience a turn around.
Alex ifaka
About the writer: About the Author: Ron Maier is the owner of The Hanger Depot a leading provider of high quality hangersincluding wooden hangers. For more information please visit http://www.thehangerdepot.com
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