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Premise
Costs Zero
prem·ise
ˈpreməs/ nounLOGIC
1. a previous statement or proposition from which another is inferred or follows as a conclusion. "if the premise is true, then the conclusion must be true"
The premise of our sales presentation is to create an understanding and belief that the customer has a water problem and that the solution costs zero
We Sell Benefits
Saves Money
Cleaner Water
Longer Lasting Appliances
Less Cleaning
Smooth/Healthier Skin
Taste
Spot Free Dishes
Saves Energy
Piece of Mind
Less Chemicals
Chemical Free Environment
Easier to Budget
People buy warm people benefits not cold hard facts
Sales is the transfer of emotion
People buy what they want when they want it MORE than they want the money it costs. That’s because people buy off of emotion.
When emotion is high people buy
When emotion is low people say no
So sell the sizzle!!! High emotion and lots of energy
Emotional parts of the demo @ the sink (tests) -
Hardness
Precip/Visual
Handwash
Glasswash
Cost Comparison
Logical parts of the demo @ the table (sheets) -
Budget
Closing
****So as you can see there is plenty of time throughout to evoke emotion and really get these customers attached and wanting the clean water
You can sell more by asking rather than telling. Telling isn’t selling! You persuade people by asking them questions that make them realize the benefits they get from clean water as the solution to their problems. Persuasion derives from the French “to give good advice in advance”.
True professional salesmen seek every legitimate means to persuade the prospect to take action for his benefit. The clever part about it, and how you will be trained, is simple and clear in the sense that you will not be “telling” or “selling” your prospect anything...if you do you will be meet with resistance...but by you asking questions, there’s no way your prospect can get unhappy with you about the answers THEY give you to the questions. And again, the questions you ask make them realize the benefits solve their problems.
After everything you show imagine your customer is looking at you just like this and saying “So What?”
You show a benefit
Now explain it through a series of questions
Uncover your customer’s needs by asking questions
People don’t care how much you know until they know how much you care
Prospects purchase from their reasons NOT yours
Prospects do not buy the products and services, they buy what benefits them
A professional seller will always sell what the prospect is buying
Really think about that saying...don’t focus on cold hard facts, sell your prospects “warm people benefits”.
https://www.youtube.com/watch?v=2bqc5kBKed4