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Creating a Market
with a Sales Plan
Show Interest in Your Prospects
When developing a sales plan try to keep the three key points of
creative selling in mind. After all, the prospect is not even
aware of you until you show up with your product trying to
convince them of it's worth. Focus on how your product can fulfill
one of their wants, urges, or needs. Give them a reason to buy, by
telling them how it will improve their life.
A common mistake in sales plan implementation is to try and make
the prospect aware of all of the details and information about a
sales person's product. This will only serve to confuse and
disorient the prospect. Remember, we want to try and keep this
transaction positive. Any negativity will only breed more
negativity. Take only the parts and information of the product
that are critical to describe your product and include that into
the sales plan.
Know the Facts, Then Examine Your Prospect
When developing your sales plan know your subject thoroughly. Once
you have accomplished this, then make an honest effort to try and
fit your prospect into the picture. How will they benefit from
your product? Think about this from the prospect's point of view.
They are one of the parts in a sale after all. Without them, then
you would be without a job.
Presenting Your Plan to the Prospect
The thing to remember is something I have heard used in the
military, as well as, other places. K.I.S.S. It's an acronym that
means Keep It Simple Stupid. Start with the prospects name and
then yours, stating your own very clearly. Then give a brief
200-250 word outline of what your product can do for the prospect.
This should all take about one and a half minutes to deliver and
peak the prospects interest. Use common everyday words, which are
subtle forces that make the prospect feel like it's their own
idea.
Speak in an even and cheerful voice, with a smile. The sales pitch
should not sound memorized or “canned”. Analyze each word in your
plan. Does it fit and have the correct meaning? Are the phrases
confusing ? The words you use are the very vehicle that you employ
to gain the sale from the prospect.
Remember to approach your prospect with humility. Come to them as
if your there to serve. A sales plan delivered in this manner has
impact and force. Try to convince them that any information they
have just gained is their own idea. Do not deceive them however.
Make sure that all of your information is truthful and factual. If
you deceive a prospect, then you can be guaranteed to lose future
sales from all of their associates. They will tell everyone they
know that your credibility is no good. Making a prospect feel like
you know it all and they are ignorant does not help either. Only
present information to them as they request it. Remember that they
are human, and that they are most likely to complete the sale if
you approach them as a human.
Source:
http://www.topcommission.com |
