Sales Pitching

 Sales Pitching :

Products & Services are expected to do well in their respective markets & segments, as long as they meet the most basic requirements of the customer or end user.

Brands that have remained focused on sales promotions, incentives, free bees, & so on may eventually establish themselves at a very preferred brand, to an extent that any given product may end up being called with that very brand name.

The sales representatives of these brands that have already established themselves may only have to do a regular follow up & then may a special pitching might be required when any new product is launched, but then since the brand name is already popular the pitching might be just a formality, unless it is a different segment product altogether.

While in the case of any upcoming brand, the sales representative may have to educate themselves to the level of R & D Engineers who may have worked for years in developing or refining the given product. In case if sales representatives are to sell any machines, then the know-how about that machine will have to be of the level of an operator who may have 10 to 15 years of professional experience operating that very machine.

At any given point in time an individual who is looking for options to by any product is more likely to be discussions with more than just one supplier or manufacturer, in that case while one there is direct competition on who responds to their queries clearly & promptly, the accuracy of the answers & the information share by the sales representative must be able to help lead the prospect to be encouraged & must ask for more details, these may bring about necessary assurance that the product is as per their expectations.

So here even if the product itself may be average & manageable, but since the sales representative was having detailed understanding of the product, its applications & use, they were able to pitch it right & well.

On another hand at times even if the product may be niche, latest, sophisticated, value for money, low maintenance, but yet fail to get the necessary pitch just because the sales representative did not had professional experience & level of understanding on the application & utility of the product itself, so either with every query they may have to check with someone else for the answers or the queries will have to be responded with questions. And once again the prospects may get ruined.

Train your sale representatives, as if they are your product engineers, let them have knowledge of the ABC of the entire product, it is only then they will be able to pitch the product with confidence & able to help the buyer make a fair decision on selection of the product, other salient features that come along with the product may then become a bonus.