It doesn’t matter what you’re selling, because as long as potential customers see you as a friend and adviser, they’ll be interested to buy. It’s not what you say, It’s what your customer believes. You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance.
Never make a prospecting call, or go to a business meeting without having a clear goal. “Always be closing” is seared into the minds of salespeople all over the world. Never go into a sales call or meeting not knowing how you are going to close the sale, using several different approaches based on what the customer tells you.
There is no such thing as a standard sales speech or unique sales presentation; they all vary according to industry, customer profile, product portfolios, target price, sales stage, etc. Take the time to engage with the customer. Sales managers have the big challenge of giving salespeople what they need to successfully engage the buyer throughout the entire buying process. Whenever you want to sell a particular item, you should make sure that you are familiar with it. The sales team can confidently communicate and demonstrate their value to multiple buyer types. However, if you don’t believe that you create more value at your price than your lower-priced competitors, then your prospective clients won’t either. There’s a good reason why confident salespeople are more successful.
Technical Sales is about helping other engineers to be able to see and achieve what they didn’t think were possible. Look at your current customers and ask them what outcomes have you been able to create for them?. Next, when you call new prospects, you will have in your mind that this is going to work, because probably, the outcomes that a similar type of customer is looking for, will match up to what you achieved with another customer.