Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.
Today we will share with you 6 of the most valuable documents that we have developed for our clients.
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Step-by-step guide to creating marketing KPIs
Template for calculating KPIs for a marketer
9 Examples of dentist database Universal Selling Commercial Proposals
Upgrade your CPs to close more deals
How to make KPI for the sales department so that profits grow by 20% or more?
Step-by-step template for calculating KPIs for OP managers
Checklist of 12 main indicators for website promotion
Find out what metrics are needed to properly optimize your website
40 Services for Working with Blog Content
We have collected the best services for working with content
How to define your target audience without mistakes?
A proven guide to defining a company's target audience
Download the collection for free
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Stage 3. Presentation
The ideal sales manager is the employee who, at this stage of product sales, uses the data obtained at the two previous ones. Based on the analysis of the available information, it is necessary to demonstrate the best solution to the client.
Depending on the specific situation, you should arrange a presentation of one or more products at this stage of sales that meet the buyer's needs. It is important not to overdo it with the number of offers, as the client may get confused, take a break to think and disappear.
To conduct an ideal presentation, the manager must thoroughly know all the qualities of the product. Therefore, the company's management must regularly conduct certification of the sales department employees on the characteristics of the entire product range.
Conducting target audience analysis
Source: shutterstock.com
But product knowledge alone is not enough. The manager must have perfect acting and public speaking skills, and basic knowledge of psychology. Below are three key presentation rules:
You should speak the client's language. In other words, you should use his phrases, expressions, and sentences in the dialogue. This way, it will be easier for the client to understand you.
It is necessary to voice not only the properties of the product, but also the benefits of purchasing it, its advantages over competing products.
You should use a "You-approach". This means that the conversation should be dominated by phrases such as "You will receive", "Just for you", "You are provided with", etc.
Of course, these are not all the rules, in fact, there are many more. But even from them you can understand that this is not just to show, but to present with benefit. Any presentation should be closed with either a question or an appeal. In this case, the client will not have the opportunity to retreat or intercept the initiative in the conversation. Moreover, depending on the situation, these actions can be a call to complete the deal with the words "Let's go to the checkout" or clarifying "What do you say?" or "What do you think?"