BASICS OF SALES

If the field you sell in has a product or service that people value and have a need for, then there will always be different approaches for customers to investigate and compare, and that comes under the guise of competition. The more demand for the product, the more you are apt to find competition.

Looking at it in this context, competition is not only good it is to be expected. It means the product is accepted and needed. All you need do to sell it is to be better than your competition. Knowing how to handle competition is an art in itself and could mean the difference between success and failure.

1-Know your product.
Know everything about your product you are able to absorb. Sometimes customers like to stall by asking insincere questions. When you know your product this is easy to recognize and overcome. Knowing your product saves time and gains customer respect. Knowing your product helps the customer and educates them. It is an invaluable asset.

2-Know your competition.
Know how it stacks up against your product and how your competitor sells it. Know how to sell your competitor's product as if it were your own. If you can outsell your product with your competitors then you better find out how to overcome that or you will not be selling your product much longer.

3-Be familiar with as much of your competitors information as you can.
Collect their brochures, pamphlets, advertising information etc. Figure out how they will use it and how it benefits them in their approach to selling.

4-Always be aware of their policy on specials.
Know if and when specials are offered. Know if they happen at the same time every year or if they vary, or if they are offered only once in awhile.

5-What is their return policy?
Find out also if they ever had any recalls and how they handled them.

Never knock your competitor or mention them by name if it can be avoided. If a customer really favors your competitor take note of it and realize you have a hard road ahead. Not an insurmountable one but a difficult one none the less. Handle customers with tact. Never knock the competition. Take them apart point by point with the benefits of the features of your product and do it diplomatically.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

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