http://www.better-sales-and-selling.com Step three in our process allows you to begin to show off your stuff. This is when you will formulate your solution and make a benefit statement for the customer.
Step three in our process allows you to begin to show off your stuff. This is when you will formulate your solution and make a benefit statement for the customer. You will have an individual approach. Yours is going to be based on business value, which is a different approach from the one used by people who focus only on product features.<br /> <br />The sales process model that we have been talking about places you in a different light. You moved from a regular salesperson to a problem solver, the solution provider if you will. The other way is easier, but really only works if somebody walks and the door with their decision already made and that's a rarity in the retail world. Remember it is repeat business that keeps a business successful. This is the step where you set up a profitable relationship.<br /> <br />After this, you will be ready to close.<br /> <br />A lot of the details are industry dependent. The solution you need to present could be very detailed, as it is in the Medical Equipment industry, or it could be as simple as getting the right products in someone's hand at the right time.<br /> <br />You begin to do this by describing each part of your solution. Note that this is not describing what you are selling. Concentrate on what the product can do to fix the problem. This is where the research and the customer information come into play. You have to address the needs that brought the customer to you in the first place.<br />
There are a number of things you have to keep in mind when you are making a powerful benefits statement.<br /> <br /><ul><li>The statement must be clear and to the point
The picture the statement makes must be clear to the customer</li></ul> <br />If you are going to reference your competitors, take everything about them into consideration.<br /> <br />Link your statements to what the client most values. If you have a determined that price is the overriding factor, link your solution to the lowest upfront costs, especially when compared to other vendors.<br /> <br />By focusing merely on product features, you are going to be fighting an uphill battle. Don't skip this process. You're taking steps to a straightforward close. We call this becoming a consultative salesperson. You are showing how your solution, and not your product makes a positive impact. This process will set you apart from your competition and make a lasting impression on your consumers.<br /> <br />Hopefully you find this article informative about sales process flow chart. For more info on Sales Cycle Steps, you may visit this website, http://www.better-sales-and-selling.com.<br />