By Helen Bereschinova (SalesGravy.com)
An old Chinese proverb says: “Tell me and I’ll forget; show me and I may remember; involve me and I’ll understand. People are more likely to buy your product or service when they are involved in the sales process. When this happens, they truly understand the value your product or service offers them. How do you involve your prospect/customer in this process? It’s simple, by creating a “selling” environment.
Creating a “selling” environment in today’s competitive market is vital for sales professionals to turn a “telling” environment into a “selling” environment. What’s the difference? When a sales professional tells they’re merely reciting information memorized off of their company’s marketing brochure without creating a connection between the product/service and the benefits those products/services offer your prospective buyer. This is known as the sales robot or “feature dumping”. However, when a sales professional “sells” during their sales demonstration he or she creates a bridge connecting the product/service with the benefit for the customer.