Which 3 major topics is the video about in relation to the presentation at a sales meeting?
1. Sell the benefits to the customer not the features
2. Meet objections
3. Close the sale
Discuss why these topics and their associated sub-topics are important in a selling situation.
They are important because you must see it from the customer point of view, the benefits the
customer will receive must be important to him/her as well as personalized. Benefits
are moreimportant than the features of the product. The customer must see the advantages
for his businessor for himself when buying the product or service, otherwise he/she won´t buy it.
Having the right attitude to meet the clients' objectives is important, because the client must feel
comfortable during the whole sales situation. Emotions must not be part of the conversation at any time,
also the selling person shouldn’t take anything personally. Objections to products are notobjections
to yourself and objections can be a sign of interest. It´s also very important to play it cooland don´t start
an argument with the client. Overall honesty and pointing out compensating factorscan be the key to a
good sales meeting.
Closing the sale is crucial part of the sales situation, the salesperson must read the buying signalsduring
the meeting and follow up accordingly. After getting a buying signal the salesperson shouldask for
the order. Let the customer speak but don’t cross the line after taking the order your job isdone.