Selling 104 create the soap bubbles
Why do I say bubbles? I watched my 4 year old grand daughter that is full of energy and very hard to keep focused on anything for very long get mesmerized by a bottle of soap. This was a twenty cent bottle of soap with a little ring that let her blow bubbles and laugh at them for the afternoon She blew them at me, the dogs, her sister, and Mame’. She would watch them float with the wind all the way down the stairs of our bay house. She was sold on a bottle of soap and an idea that was fun. That is her daily desire. To have fun.
If you ever have to make bubbles this is the time in the selling process that means the most to your prospect. How you get them excited is based on what you have learned so far from your groundwork. It is like a mathematical equation.
S=F+A+B/C
This means Sales equals Features plus Advantage plus Benefit divided by a checking question.
This is how a good demonstration delivers selling by littles. If you have been taking notes from the previous articles, you are now ready to present your product. You have to have talking points and benefits that are personalized to your prospect. You must deliver them in a statement that interacts with your prospect and engages their wants and desires. Here is how you would deliver a presentation part of a feature:
Mr Prospect you told me earlier that you wanted a better looking screen
Is that right?
Well that is no problem with the View Bigger Screen Function
When you select the VBS key right here you instantly are looking at the best looking picture the industry has to offer.
Which means you can enjoy the video without having to strain your eyes.
The benefit to you is a more enjoyable experience.
In your opinion would this capability be important on any View system you purchase?
OK lets break this down into how you learn to piece together a sales presentation that is professional and articulate.
Mr Prospect you told me earlier that you wanted(Desire) a better looking screen (the problem)
Is that right?
Well that is no problem (The Claim to fix the problem)with the View Bigger Screen Function (Feature that fixes the problem)
When you select the VBS key right here you instantly are looking at the best looking picture the industry has to offer. (Your demonstration)
Which means you (Creating desire and conviction) can enjoy the video without having to strain your eyes.
The benefit to you is a more enjoyable experience.
In your opinion (Commitment) would this capability be important on any View system you purchase?
If you are trying to fit all of this in your head, don’t worry there is an easy way to to do this. Just memorize a chain of words above that are in bold print. Once you do this all you will have to do is fill in the blanks to do your presentation.
Here is what is in my mind
You wanted: The problem
No Problem: With the feature
Which means: The explanation
The benefit to you: The hole not the drill
In your opinion: Checking question
If you can get a few of these statements in your presentation you are selling by littles and getting a case built for why your product is better. If you memorize these bridge words you will be able to create a presentation for your product or service that will be compelling.
Next we will talk about the close.