Select the Right Product

Use the information you gathered during fact finding to help you select the right product for your customer.

Before we go on please re-read the title. Select the Right Product means the right one for your customer...NOT YOU.

I'm going to take a moment and explain for those of you new to sales.
From time to time your business will have slower moving items. Managers raise the commission rate or amount on these items in order to get salespeople to pay attention to them. This is called a "spiff". Does it work? Yes. Everyone on the sales force knows which item has the spiff and they show it to every customer whether or not it fits their needs.

This is not the way to earn repeat and referral business. Professional salespeople know this isn't about them....its about the customer. Do what is right for the customer and they will buy, you will not have to sell them.

Off the soapbox and on to the matter at hand.

You have to make a decision about which product to present to your customer. In Step 4 we will discuss how to do that but for now our focus is on determing which is the right one.

Make the decision an easy one.

Your mental "file cabinet" is full of the information you need. You found it in Step 2. Go through your checklist and then present the product.
  • What will it be used for?
  • Who will be the primary user?
  • Does it fit the budget?
  • Is it the right size?
  • Will it do what they want done?
  • Can I deliver it on time?
  • Does it have the right features?

Now you know why fact finding is so critical. It creates for you a list of what your customer feels is important. Now it is a matter of doing a great job of product presentation. Go to Step 4.

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