After you’ve got a prospect’s attention, you want to put your best foot forward to make the sale. But it’s easy to misstep, especially if you don’t know your product inside and out. Be prepared to answer questions about features-;and how they benefit the customer. Also, lead with your customer in mind by customizing the presentation or discussion to their specific needs. That often requires asking questions. Generic presentations, explanations or proposals don’t close the deal, but if you can show how your product or service will leave the prospect better off, you’re likely to see greater results.

Published on: Mar 16, 2017