Many small business owners are so passionate about their product or service that they tend to OVERSELL. They know everything about their business and they want to share it. You really just need to define the customer’s needs, assist them in determining how you can meet those needs and guide them through making a decision. Be aware of when they’re saying yes. An overzealous business owner will ignore buying signals because they don’t feel the prospect has all the information. They may have enough to make a decision. Just listen and pay attention.
Here a few things to remember:
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Be Trustworthy
- Believe in your product and in yourself. Your belief will transfer into your presentation.
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Resist the desire to present your product.
Ask questions, listen to the answers and provide solutions.
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Effective Presentation
- Does your presentation define the features and benefits of your product as it relates to your customer’s business? Keep it short and simple.
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Ask for the order and be prepared to get it.
Many new salespeople never ask for the business. Once you’re confident everything is on the table, ask. They might say yes!
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Follow Through
- Remember, the “closing” happens in the middle not at the end. Once you’ve established a sales relationship, it’s up to you to maintain it. Send a thank you note. Call and check in. Make sure that you’re delivering what you promised and solve problems quickly.
