7 months ago
February 21, 2017

How to Demonstrate Value to Your Sales Prospect

One cannot over estimate the importance of good sales people demonstrating their value to their sales prospects.

Claire McConnachie

There is barely a business or organization that can survive without a sales force. Without sales staff it will be difficult to sell your products or services effectively. Having top sales staff is the difference in making or failing to reach revenue goals. One cannot over estimate the importance of good sales people demonstrating their value to their company by showing good sales receipts.

Being a sales person is a high risk career as only the good survive for the long term; but for the successful, the rewards are high. For this very reason there is considerable demand for top sales people. What makes a good sales person? What is in their armory? What methods, skills and values do they use to succeed and stay on top of their profession?

The consensus of opinion is: the importance of product training, demonstrating value and how to converse with a sales prospect.

Form Relationships

A good sales person will be genuinely interested in the prospect’s personal and business life. This will enable a sales person to form a genuine relationship. One shouldn’t be tempted to ask questions that angle at whether or not the prospect will buy the product that’s on offer. In contrast one should ask questions to ascertain what the prospect wants, demonstrate value and how the product may bring about a solution.

It is vital to build up trust between you and the prospect and make them feel they are your best customer. If the sales person adopts this line of communication and they provide the same tactics with all their prospects, they will provide a product or service that matches their precise needs. Happy and contented customers will return to your business again and again.

Cross departmental relationships

It is a good strategy to establish internal relationships with staff in other departments in their business. It is possible there are people in your organization that can help you achieve your personal and professional goals. You may need someone’s advice when making a difficult sales call which can help a prospect. Some may be able to help you make career decisions.

Believe in your product or service

It is important to demonstrate value in the product or service you sell to the public. If for example you have no faith in the product you are selling; it will show. Confidence in your products will pay dividends and the prospect will be able to detect a genuine sale pitch. Don’t blind your sales prospect with science. Potential customers are rarely fools and know when they are being misled

Be a Consultant rather than a Salesperson

A potential client will feel much at ease if it appears you’re there to help resolve a problem than high pressure a sale. Never overtly pitch your product then ask for a sale. This more often than not you will turn a prospect off, as he sees only the sale person eager for a commission and not helping him. Demonstrate value of the product and let the product sell itself, and let it look as if the sales staff are only there to answer questions and be of assistance.

Be a Good Listener

It is a good practice to let the prospect do much of the talking. It is a good strategy for allowing the potential customer to articulate their thoughts, giving you the means to help them to a successful conclusion. The sales person can help this process by asking open ended questions. Asking questions are crucial to being a successful salesperson.

In a nutshell a good professional sales person at the top of his profession puts a great deal of credence in demonstrating value to their sales prospect. It is vital to have the highest regard for the product and to have comprehensive product training to properly demonstrate value to the prospect.

Claire McConnachie

Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.