What do you sell? What does it do? How does it work? Who is
it for? If you cannot answer, confidently, any of these questions, then you’ve
got to start again, at the beginning.
You must have a complete
understanding of your product or service. The more knowledgeable you are
about what you are selling, and what makes it superior to that of the
competition, the better you will be in explaining to customers and in overcoming
their buying resistance.
In your journal,
write out your answers to each of these questions:
- What are you selling? –Your product or service
- What are the most attractive features of your product? (List 5 – 10 )
- What other products, similar to yours, exist in the market? –Competitor products
- What specific needs can your product serve?- Benefits to customers
- What features separate your product from its competitors?
- What flaws or disadvantages do your product/service have?
- What edge does the competitor have over you product/service?
- Why should anyone buy your product at all?
- Why should anyone buy your product from your company?
- Why should anyone buy your product from you?
- Who are the people your product can be useful to?- Your market
- How is your product/service delivered, and how long does it take?
- What are all the costs incurred by the buyer from purchase to delivery of your product/service?
- How much does your product cost? And what is the actual cost of production?
By the time you have thought through, and researched well
enough to find the answers to these questions, you would have gotten a thorough
knowledge of your product or service. This is the starting point- the beginning.
To love what you sell,
you have to understand it, and the solutions it presents to the customer. Then
you will be able to convince anyone on why they should buy it.
Is there any other question you feel has been left out, that
needs to be answered to have complete knowledge of one’s product/service? I
would greatly appreciate if you would write them out in the comment box. We all
would be glad to learn from you.
Have a successful sales week.
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