When delivering a sales pitch to someone do you ever wonder why there are times when you are able to close the deal and other times why you cannot? What makes the difference if you are presenting the same product in each sales scenario? Why do certain buyers jump on the opportunity while others are more skeptical? There is an actual science to the art of selling, and these are four tips you should keep in mind when approaching your next potential buyer.
1. Prepare for the buyers that ask “what if.” “What if” are the buyers that are the most difficult to sway into buying your product. These are typically the consumers who are constantly asking questions beyond the products purpose. For instance, if you are selling a carpet spot remover, then this consumer wants to know what if you use the same product for a stain on your couch, clothes, or shoes. Thus, you better know the product inside and out before dealing with this type of consumer; otherwise, you are going to fail miserably.
2. Inform the buyers that ask “why.” Buyers that ask “why” are the type of people who want to know what is in it for them. “Why” buyers are consumers who you must approach with information regarding the benefits of the product. Bombard them with an overload of answers. This approach does not work with all consumers, but for the “why” consumers the additional answers you provide the further convinced they are to buy your product on the spot.
3. Be scientific for the buyers that ask “how.” Buyers that ask “how” are generally people who need to know what formula, equation, electrical reasoning is needed to make the product work. “How” buyers wish to know how does the product work, what is the formula behind it, why does it work. With “how” buyers think engineers whom need to dissect a product and require explanations on how the product works. For example, if you are selling an ab machine to a “how” buyer, then be prepared to answer questions about how does the product work, what makes the product function, and what technical explanation is there for the results produced. If you think science with “how” buyers, then you shall result in a successful sale.
4. Describe practical stats to the buyers that ask “what for.” Buyers that ask “what for” are consumers whose attention shall be captivated by talking about what purpose would be fulfilled when buying your product in comparison to others. If you focus on practical matters such as how your product is better, cheaper, faster than anything else on the market, then the “what for” buyers become entranced. They are hooked into what you are saying and absorb it all translating into another sale for you.
If you keep in mind these various personalities of consumers/buyers when you present your product, then it makes your life easier. For you are able to evaluate which type of consumer you are engaging with allowing you to adapt your sales approach accordingly. It is an asset to keep these four types of buyers in mind so you may achieve higher sales than ever before.
If you are looking for an ab machine and other various “seen on tv” products, I trust you can find answers all your consumer questions.
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And if you are selling any of these seen on tv products, such as an ab machine, then keep these four type of consumers in mind ensuring your next pitch results in a sale.