In order to sell effectively, your prospects must find a need or a benefit to doing busines with you. You must make sure that you have grabbed their interest so that they will continuue to listen to you. Creating a statement that helps hold their attention is your first step.
What are you currently saying to create interest?
In order to creat interest, you must see things from the point of view of the person who will be buying. What you think is the most important to them, may be diffferent from what they feel is important. What are the most important advantages and benefits of your products - as seen by your clients? To do this, you may need to survey your customers - or pay close attention to them when they call your office. Utilize your customer service/customer care personnel in this quest as well. Ask your customers what is most important to them. You may find yourself quite surprised.
Take the time to determine the top 3 things that are important to your customers. This will give you the information you need to create an interest generating statement. Keep in mind that you only have 15 - 30 seconds (if you are lucky) to grab their attention. Write out your statement. Use it in your sales presentations. How to people react to it? Does it lead to further conversation and exploration of your buyer's needs and wants? If it does, great! You've got your interest gathering statement. If you are not happy with the results, tweak it until you've got it. Selling is a fluid activity. You must always be aware of changes in buyer needs and priority.
Starting with a strong interest gathering statement will catch their attention and help you to propell your conversation foward.
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