4. Be Prepared to Be Compared
Don’t go to battle armed only with information that your prospect already knows. He’s meeting with you because he wants to have something solid to go by before deciding on a product. In such a case, your would-be customer will make comparisons about the features, the add-ons, the upgrades, the price and the after-sales service. Make sure you have brought something along to use as a demo aside from the brochures.
However, you should be savvy enough to know if the prospect is bluffing in order to get a cheaper deal. Nonetheless, the basic rule in selling is to have a USP, which stands for “unique selling proposition." Know what makes your product sell, which satisfied customers have professed as your product advantage. You need to have a competitive edge, and that’s one of the things that the prospect wants to know.
"It’s a back-massager but it’s a foldable chair which comes in a stylish case and can be brought anywhere in case the pain shoots up". Now, that would make a big difference. In fact, it would interest your potential customer further that it can be charged by using the car batteries.
The bottom line is to do your homework and be prepared with the comparisons, by being ready with your explanations or alternative offers.
Image Credit: Wgoen Content courtesy of GNU Free Documentation License at Wikimedia Commons
Please proceed to page 3, for more of the tips for turning warm leads into sales.