Sales & Service Tip of the Week

So far so good!  You are “paying the price” to become a sales and service professional by following the 6 A’s – your guide or road map to sales success.  You have properly greeted or Approached the customer and asked the right questions to qualify in the Analysis step.  Now, you are ready to proceed to the next “A”, step 3 – Active Presentation.  The Active Presentation is the very heart of the sale where you showcase your knowledge and professionalism.  Finally, you get to talk!  If you have discovered the customer’s needs and wants in the Analysis step your job becomes much easier.  Match your products and services to the customer’s needs and wants and create the desire to buy.  Appeal to the customer’s emotions and feelings during the interaction and sell perceived value – sell benefits.  Benefits explain how the customer gains, which is the end result that creates a want or satisfies a need as perceived by the customer.  Without a gain the customer doesn’t perceive value and won’t buy.  The key is PERCEPTION!  Perception is “real” to me, how about you?  How good are you at communicating this “perception” to your customers?   Benefit selling is another sales fundamental that must be mastered and is a critical part of the Active Presentation.  Get in the habit of selling benefits and you will close more sales!