Sales Pitch:
Sales is basically of 2 types: Push and pull type, Push products are ones which have a lot of competitors on the market and requires various factors like
Product features
Brand image and value
Product cost
value for the product
future of products etc.,
Pull products are mostly monopoly in market and there is a high demand and low supply and penetration.
Opening : Hello, heard that you have a requirement for x, im Jude from Redington, i m here to check if i can give a proper solution to your need.if we say that i have a solution they may contradict saying this is not what I want.
All requirement should have a need and we should create an excitement around what product we are gonna say. this will create some interest in the customer who will listen.
understand the requirement: This is most important part as we need to give a proper solution to them, if there is a requirement for Oil without knowing we can or may suggest water which is also liquid. basic questions are given below
What is the core business of the company?
How long they are there in the business
how many employees? what is the expansion plan
where all location can do they have office, where is the corporate office.
who will make the decisions of purchase.
Now ask abt the product:
what is the current solution -
how is the organization split the quality of solution- Best , Good, must reqd.
why they are looking for alternate
what are the pain points currently,
how quickly they want to solve these problems
Probing: your probing should be based on the product you have and you should ask question in such a way that he will understand your product.
1. Does your current product have a world class technology
2. does it have inbuilt antivirus/spam
3. can you connect with multiple other products like unified comm, doc sharing.
4.what is the OS they are using, what is the version of Ms-Office they have now.
5. when are they likely to change it and how critical is the update.
Relating the requirement and need
THis part the customer MUST say Yes to your questions
1.Do they want to secure their sensitive documents
2.Do they want to monitor the mails of their employees
3.Do they want to minimise the same document being sent again and again
4. DTW latest update always
5. DTW to communicate without any least cost with employees and secured with clients
How our product Exchange will help for them, Show product demo on lync, auto syncing from mobile, computer etc.,
Give a solution with your probing details noted, current solutions
emotional part
Every customer has a emotional part esp, talking like not to compromise of quality, we should identify it and use it to our advantage.it can be anything but genuinely empathise with them about something.
Nice office, nice coffee, nice environment, prime location,good furtniture. Growing trend about the biz the do. mebbe you can ease with them on common topic.
this is just to make them comfortable that we arent pushing hard on the product.
Closure: this is where you should be very strong headed asking him question why when there is criticality, need and proper solution available. but mostly if we give the correct solution relating to their need, the customer will automatically close it without any push.
