Three Pre’s of product sales:
My childhood days, I used to see MR (Medical Representatives), at our family doctor clinic. They used to carry huge bag “it used to be mystery for me, why the hell those people come to my doctor when we need him most and would go ahead of my token number”. Still happens while visiting DOC for my Kids.
(Our unknown Robinhood) 😉 However the surprise was doc would give some of the medicine for free, “AA HA this made me realize, those MR are “Robinhood” distributing medicines for free through our DOC”. Robinhood would preach their product and make sure doc prescribe those as they need to make number and doc made sure we are safe and healthy.
What does it take to be sales person in any organization…… MBA? Bachelors of Sales and Marketing? “Hmm are you sure those are the criteria? Let me see if I am not wrong”. Those degree and certification are just a way to know how this world operates. They would not give you practical knowledge for the products or solutions that you join to organization be a sales person.
What more do you need?
3 Pre’s: Prepare – Preach – Predict!!!
Prepare – “No you do not prepare product 🙂”, prepare yourself to understand product and ingress its features, bright sides and unique terminology,
How: go through product details such as documents or search engines. “Best part” be friendly with technical team in your organization, who breath, eat, sleep, dream about those products. If you have ready presentation GREAT, if not prepare yourself based on the information and technical details from team.
Have your inner ability to be confident about the product you are planning to sell. “Most important; you may need to be bit technical and tactical….no no no not a master, no need”
Have list of information handy, information on how, where this product would give advantage to customer. Tentative costing of the product “yes you heard it right TENTATIVE” best references if any and finally your instinct.
Preach – I had already mentioned in my earlier blog Sales Pitch Part 2 & Part 3 (Once again, do not read your presentation as prepared try and create your own story around presentation. Take your customer through virtual world of your product operations)
Predict – Prediction is most important for any sales person and or product organization. “No you do not have to predict how are you or your organization going to perform in future”. You must predict outcome of Preach. Maybe you call it intuition “you know who are the best breed in this area, any gusses….no not boss, no not your manager, no not even your astrologer. Its your wife or girlfriend gottacha…..prove me wrong on this 😛”. Concluding last three and half minutes of your meeting or presentation and based on queries, question or gesture by customer; will give you moderate prediction, you will have to master this.. “Yes Master it the more you meet the more perfect the prediction”.
Wanted to make more interesting, but both my wife and kids are not around for inspiration hence could not 🙁 .
Positive and Negative electrodes along with earthing do complete a circuit: Any guesses what in business??? Coming soon……