Preparing for the Sales Meeting
Knowledge is power and knowing your products significantly increases the prospect’s confidence in the product and the salesperson, this increases chances of the salesperson making the sale. It is difficult to sell a product or a services if the attributes can not be described and defended accurately.
The sales meeting should be used as an opportunity show off the attributes of the product or service. Questions may arise about offerings by competitor companies, this is why it is important to have full appreciation of what is being offered in the market and also be aware of emerging trends.
Communication is key – the salesperson must be eloquent and present themselves as knowledgeable, trustworthy, and a credible source of the information which they are presenting. The prospect must be certain that they are being presented with a viable solution and the salesperson’s confidence and enthusiasm should reflect this.
Excellent product knowledge will assist in striking down any objections the prospect may have towards the salesperson’s offering. It is advisable to have a firm knowledge of all that is available in the market, and to understand the possible strengths and weaknesses of products offered by competitors.
Product knowledge can be gained through marketing literature, sales reps, training sessions, testimonials, practical use and so forth. It is important to understand how the product is made, the value of the product, how the product should and can be used, and what products work well together.
- Pricing structure
- Styles, colours, or models available
- History of the product
- Any special manufacturing processes
- How to use the product
- Product distribution and delivery
- Servicing, warranty, and repair information