This will enable you to speak without hesitation, projecting authority and utmost professionalism. Consequently, you will give the prospect the sense that you have the answers to their needs.
Do you know all the features and benefits of your product or service? Are you completely aware of what pains or problems all the benefits can resolve? Do you know what benefits the competition is offering? How do you differentiate your product or service from the potential competitors?
Rule #2 Have advance contact with your prospect.
How many times have you showed up on a sales visit to find out your prospect only has a few minutes to spend with you? In addition, know all the individuals who may be making the decision on your sale, who might not be in attendance during your presentation?
Get a verbal agreement with your prospect prior to showing up. Make sure to confirm when you will be there and how long you intend to make the presentation. Who else besides the individual you initially spoke with should be at the presentation? What do you intend to do at the presentation? What would you like the prospect to do at the presentation, and finally, what should the next step be after the meeting?
Rule #3 Bonding or “birds of a feather flock together.”
People enjoy being with people like themselves. Begin a conversation with a common subject. Look on their walls and desk for objects that you can chat about other than business—especially things you and the prospect may have in common.
Rule #4 Seek to understand before being understood.
We have a tendency to start selling our services without really knowing what the customer truly needs. Just ask questions and let the prospect talk.
Rule #5 Give fulfillment.
Explain how your product or service’s benefits will resolve their concerns using the list you have created of the prospects needs, pains and problems.
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