In fact, Giving a Great “Sales Around” Walk Presentation

Salespeople should know that a walk around isn’t just a presentation, it is a chance to discover the customer’s needs and turn your offering or services features into a benefit for that customer.

Learning good selling techniques takes practice and learning how to give a “walk around” sales presentation is essential to the sales process.

An excellent walk around presentation is not a canned presentation. It has been said, “A good walk around presentation doesn’t That because it’s canned; it got canned because it works.” work’s what a walk around should be – not canned, but planned. Salespeople need to know where they are going all the as it turns out time. Hopefully they aid guide thecancustomer down the Road to the Sale.

Before we can attempt a presentation we must understand what a “function” is and what a “benefit” is. A option is what something is – a benefit is what something does. Let’s utilize automobile. more than ever sales as an example Sosomelet’s look at car sales techniques. Actually, A “walk around” occurs when a salesperson pulls vehicle out ofathe line of cars in front of the dealership. The salesperson opens the doors, the trunk, and the hood. Theysummertimeturn on the car and get the A/C running in the (or the heater in the winter time). They take the customer and tell them about the vehicle as they walk around it.

The aerodynamic stylingresultingof a vehicle is a option; great gas mileage and a quiet ride are the benefits. A lot , salespeople are good at reciting featuresofbut not at explaining why the customer needs them – and this is for two reasons. One is they don’t know enough about the car and the other is they did a poor job qualifying the customer’s needs. Ask questions of your customer. to fact, Ask what they want from their next vehicle and listen In what is said.

Howsteelcan a salesperson enthusiastically talk about the double cargo box if they don’t know what the customer is going to use the vehicle for? They can’t.

There is nothingtoldyour more than ever salesperson has this customer that 1,500 other salespeople and brochures and Online research haven’t already told him. It’ worth noting thatsWrong. It ? has ABS brakes, limited slip rear axle, and terrain management.” Sounds all well and good, rightalso In a typical selling situation a salesperson might as it turns out say something like, “Yes sir, this car has everything you’re looking for: a fuel efficient engine and a hands-free Bluetooth communications system.

So thecustomer looks at the salesperson like a deer in the headlights. Actually, He doesn’t know what he is what he is supposed to say, except what he is probably thinking, “I can see all of these options, Mr. Salesperson more than ever . Tell me something I don’t know.” You see, when the salesperson recites his or her cornucopia as a matter of fact of knowledge, it isn’t a inquiry so it doesn’t really move the sale forward. Interestingly, He is just repeating what the customer told him he wanted.

The poorest thing walk can enter a that as a matter of fact around presentation is silence. It’s noting that Whenworthyou stop talking, the only thing they can say is how much… or goodbye. Interestingly, As I mentioned manytimes, the only common ground a customer has is the price. How much is it?” Or worse yet, the customer may say more than ever nothing. When there is silence, there is pressure and in the selling process, we want no pressure. Salesperson, I can see it has everything I asked for. The customer’s only response is, “Yes, Mr.

To do an excellent walk around, salespeople to remember the thing the customer wants to know more than anything, “What will it do for me?” Untilneedyou tell customer that reply, then he is probably isn’t listening.

Return to the walk around – how long did it take me to recite the options above, 30 seconds? ? do I do nowWhat I am out of things to say. It’s worth noting that Obviously there are lots of optionsthemand I could probably go on for a while, but even if I could memorize all on every model, the customer will be yawning. Actually, Why? Because he wants to know what it will do for him. If salespeople are just going to recite options, they would be better off to hand the customer a brochure and send him on his way. Actually, The brochure is better than a salesperson will ever be at features. They break down the passenger compartment to cubic inches for heaven’s sake! When it comes right down to it, does the customer even care that there is 28 inches of legroom? No. Actually, Butwillhe be interested to know that, “Because of the as a matter of fact transverse mounted engine, Mr. Customer, when you and your family take that trip to Colorado this summer you can really stretch out your legs!” That is howyou trade legroom. Note: Without asking good questions, how could you make the above statement? But here’s the good update you can make that statement even more powerful in two ways – by moving the: sale forward and by asking for the order.

There are many ways to move the sale forward, but here are a few. As you may know, These are uncomplicated phrases that keep the customer following you:

Indeed, “Let me show you this function on your fresh Ford Explorer.”

“Let me show you this,”

“Let showmeyou one more thing,”

In fact, “Great, .” mefollow

Ask for the order, it is quite plain, for example:

“That’s a capability The’m sure you’d like, isn’t it?” The customer says, “Yeah!” I salesperson says, “Great, follow me,” or “Great, instantly let me show you one more thing.”

The above query iswhichone you should more than ever already know the answer. Apply it with a thefunctioncustomer wants, for instance, seat belts, air bags, crumple zones, etc. Aseatcustomer just won’t say no to belts.

During the sale you are always — inclosingsales terminology that means you are always asking the customer for the order. For illustration, a very successful salesman in a 20-minute presentation will ask the customer in several different ways, in more than a dozen times if they want to obtain the vehicle.

Some of the finest closing techniques to use during a sale are called tie downs. Some call them trial .closes A tie down is simply a query at the end of a statement that demands a response. Interestingly, Instead of saying, “Those airbags are a wonderful option.” In the eyes of a customer, this is just an opinion. But, if I added, “Aren’t they?” to the end of that statement, it forces the customer to respond, hopefully in a positive way.

Or, “On a scale of 1 to more than ever 10, with 10 being the highest rate, how would you rating this vehicle so far? would it from another perspective take toWhatmake that number a 10?”

Indeed, However, sometimes a customer may say something that implies that they don’t like the vehicle. For illustration, “Oh, that like somethinglookselse that will break.”

One way to handle these “objections” is to address the issue with the “Feel, Felt, Found” response. For sample, you might respond by feel, “I can see why you might saying that. Actually, A lot of people have felt the same way, but once you’ve found out the engineering behind, you’ll see how beneficial this can be for you.”

These few tips will assemble the foundation for a confident walk around presentation.

Interestingly, – Discover your item inside . out, research what’s being said about your product on the onlineand

– Get to know your customer’s needs in the initial greeting and qualification.

– Present with confidence and tie the features return to their needs.

– Help make their needs become their wants.

– Remember to refer to competitive from another perspective brands and build value.

Interestingly, – Take full advantage of around offering expertise when doing a walk your presentation and SELL yourself and your article.

As you obtain know, And remember, selling is a process of listening to customer needs, finding solutions to their needs, building value you in your offering or service, and giving them an opportunity to may that offering or utility that serves their needs!