How do you use sales literature? If you visit customers equipped with a briefcase loaded with brochures and technical "proof statements," you are apt to dive into a premature presentation. It's quite common for salespeople to reach into their briefcases for sales material the moment their customers ask for information or show skepticism. The risk of doing so is to begin your presentation too soon, before knowing enough about your buyer's priorities, preferences and problems. Save your literature and sales aids for the appropriate moments, after you know exactly what your buyer needs to see. Then present only what is pertinent to each individual customer.
For more about the most effective use of printed material, call GRa today. 910.617.1817
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