sales training
How to handle the “I Want To Think About It” sales delay.
As a small business owner or manager, the better your selling skills, the more successful your organization will be. Here is our latest sales training video dealing with the “I Want To Think About It” delay after a sales presentation. The video is only about 3 minutes long, so why not watch it now?
Do You Have A Good “I.B.S.”?
If you want to be successful in business, it helps to be a good salesman. We’ve produced a series of brief training videos that focus on improving your selling abilities. Here is our latest offering about developing a good “I.B.S.” – Initial Benefit Statement. It’s only about 2 minute long, so why not watch it now?
Here is the video transcript:
HARRY: Hi, Sam. Why so glum?
SAM: Harry, I haven’t sold a vacuum in over three weeks. I think I’ve lost my touch.
HARRY: Don’t worry, Sam. Every salesperson falls into a slump from time to time. You just have to get back to basics.
SAM: The basics?
HARRY: Right. Tell me how you begin your sales presentation.
SAM: OK, well I know our vacuum is more expensive than the competition. So I start off by saying, Madam, this week our company is offering a $50 discount on our vacuum and three easy payments with no interest.
HARRY: I think I may see your problem.
SAM: Really? Tell me, please.
HARRY: You’ve got to begin your sales presentation with an IBS. Do you remember what that is?
SAM: Hmm, IBS? Well I know what “BS” is. Does it mean exaggerating what the product can do?
HARRY: Absolutely not. IBS is short for Initial Benefits Statement. In other words, what is the primary benefit the product offers to the customer?
SAM: I’ve got that covered. It’s savings,remember? I’m offering a $50 discount, plus no interest financing.Who could resist that?
HARRY: Evidently everyone you’ve talked to for the past three weeks. Savings isa benefit, but if you haven’tconvinced the prospect to buy, then it doesn’t matter how much savings you’re offering.
SAM: So what’s your IBS?
HARRY: Here’s how I begin. Madam, our powerful, lightweight vacuum will cut your cleaning time in half. It has a hypoallergenic filter that will make your home healthier, and there are no messy bags to empty and replace. Can I give you a demonstration?
SAM: Wow, that’s pretty powerful. You didn’t even mention price or discounts.
HARRY: I save the discount offer for my closing, if I need it.
SAM: Thanks, Harry. I can’t wait to get back out there and use my new IBS.
HARRY: Remember to keep the IBS short,about 15 seconds is ideal. Andkeep refining your IBS with each presentation. The better it is, the more you’re going to sell. Good luck, Sam.
Sales Training: How to recognize and deal with different personality types.
If you are a small business owner or manager, I’ll bet you often play the roll of salesperson. The better your selling skills the more successful your business will be. Here is the latest in our series of sales training videos. It describes how to identify and handle different personality types. It’s about 3 minutes long. After you watch it, pass it along to the rest of your team and then see what type personality they think they are.