How to Sell a Product

1. As well as getting good product information to the right people it is important to translate the product's features into benefits for the customer, thus make it easier for them to buy.
2. During your presentation confirm that your prospect will want or need your product. (See closing a sale.)
3. Most successful products and services are bought not sold. They are bought by people who have a need and believe the product or service will satisfy that need. However, purchases of this sort are a result of marketing, not "Selling."
4. Selling a product rather than just offering it for sale almost always involves an emotional component.
5. Spread your product information in any of the following ways: person to person, by representatives, dealers, salesmen, radio, T.V., word of mouth by customers, mail (in various forms), distribution at trade shows, seminars, telephone, fax, computer networks, product packaging, retail storefronts, space ads, and the internet.
6. Good product information, including retail packaging, is important. The product information should be informative, true and complete. Ideally, it should give the prospect all the information they need to buy on the spot.
7. For most prospects who are selecting from amongst products without assistance clear and easy to understand information as described above is important. When selling a product one on one to a prospect, translating the information to benefits is even more important.
8. Lots of salesmen and sales managers don't like to admit that sales can be completed by product information. They like to think it is their personal charm, intelligence and determination that closes sales. For the most part, that is bunk. Not only can sales be made by product information, most sales are.
9. The previous statement is more true today than in the past because of the proliferation of "Big Box Stores" and other forms of product sales without the benefit of inter human relationships. However, when a salesperson is involved, relationships are in fact more important than product knowledge, and sales persons who determine the clients needs in both product features and emotional needs will always win out over product information alone.
10. Advertising, merchandising, and marketing are support functions for selling. Selling is the goal of these support functions.
11. Sales can only be increased by:
    
    
    • Selling more of your existing products to your existing customers - which probably means new sales methods.
    • Adding new products.
    • Adding new customers.

CLOSING THE SALE There are many styles and methods of closing a sale. One of the most effective has the menonic, ABC, Always Be Closing. As you confirm your prospect's interest in the product, trial closes like, "Does this sound like the product you want?" when answered in the affirmative may m