In order to make an effective presentation the sales person demonstrates what the features or characteristics can do for the customer. How will it deliver convenience, comfort, pride, pleasure or profit?
The sales person may say “Ms Buyer, this copier paper will bring you favorable recognition from your bosses when they see the pleasing vivid contrast of the black toner on the bright white background. (PRIDE) Your bosses will remember that at the time of your performance review, and it may help you get promoted or receive an increase in salary. (PROFIT)
OR: You will save money on postage when you use this copier paper. The high opacity lets you print on both sides. Instead of mailing a sales bulletin of four pages, you can issue one of only two pages since you utilize both sides of the sheet. The result is postage of only .44 for one ounce instead of .61 (.44 + .17) for two ounces. (PROFIT)
With advance practice the sales person will find ways to convince the customer how the product or service offered will result in either convenience, comfort, pride, pleasure or comfort or all five.
Tags: sales desire, sales motivation, sales techniques, sales tips, SALES: by People, selling
