By appealing to a prospect's senses a salesperson can make it easier to sell that prospect. Seeing, hearing, even touching are all parts of these senses. When you appeal to these customer senses you make it easier for you to sell them.
A salesperson should choose his words carefully and say only what is necessary to move the sale along. You can loose more sales by saying too much than you can by saying too little. Sometimes talking too much makes one talk right over a an opening to close. Use simple terms, and bolster them with literature and product demonstrations among other things. This will help prospects understand the points you are trying to make more easily.
In addition to your sales presentation and the sense of the spoken word, also bring in to play the prospect's sense of sight and touch.
Sight is twenty times stronger than the spoken word. The greater percentage of all things retained are secured through sight. The prospect's attention is more easily secured through literature, hand written statements and portfolios. Seeing these things holds the prospect's interest. Anything that you can show him that is relevant is helpful and increases your chance of a sale being made.
Definitely let the prospect touch the product but only after you have finished explaining it. Handling it this way insures you maintain control of the interview. The sense of touch is strong, and it enables the prospect to see how sturdy, durable, uncomplicated, and easy to use the product is. So by all means let the prospect handle the product, it is to your advantage.
You use your senses in every thing you do and so does the prospect; so be aware of this and use their senses to your advantage.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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