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 ,content,colour,taste,ingredients,flavours,shape,delivery,packageing,uses,price,quantity,quality, 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 prospect’s 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 forms-rational 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