As you prepare for your next sales meeting I urge you to consider whether or not you are prepared to address the “5 P’s” of selling. What are they, you ask?

• Product
• Pushing through
• Personality
• Persistence
• Price

The concepts are pretty simple. To begin with, do you know your product inside and out? You need to know enough about it to answer any questions, make quick comparisons to the competition, and point out its benefits and features.

You need to have the skills and knowledge necessary to continue pushing through even if your sales presentation does not at first seem to be going well. Combine this with your winning personality and stellar sales skills and in many cases you can turn the attitude or mood in the room around.

It’s also important to remain persistant throughout the process. Just because the person you are speaking to isn’t interested today does not mean he won’t want your product in a month, six months, or maybe even a year. A high percentage of sales are made not on the first try, but on the follow up.

Lastly, be conscious and aware of your price point, how it compares to the competition, and whether or not you have room to apply discounts based on the needs of your prospect.

Put the five P’s together and you’re guaranteed a successful presentation – even if you don’t make the sale on the first try!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

As you move forward in your sales and marketing career you’re going to discover one thing.

Most of the sales models you encounter are going to tell you the same things the other have already told you. They’re just going to use different words and theories.

This isn’t necessarily a bad thing. As you have probably already noticed, not everyone learns the same way. This includes your customers. Having different methods for getting your point across is incredibly beneficial.

With that in mind, today I’d like to introduce the AIDA selling model. The acronym AIDA stands for the following:

• A = Attention
• I = Interest
• D = Desire
• A = Action

Pretty simple, right?

The AIDA selling model believes that in order to sell a product you must draw attention to it, garner interest, move a person from mere interest to desire, and then inspire them to take action and purchase your product. Sometimes this is easier said than done.

The real problem is that you can’t do all four of these things at the same time. You’d be presenting too much information and overwhelming your clients. In order to make this type of selling model work you need to have an incredibly well thought out advertising campaign. The advertising campaign itself must be set up in stages, each one aimed at taking your potential customer through each stage of the process.

Now, take this information and combine it with what you learned about the FAB sales model and you will see how all of these different concepts and ideas work together. The more you know about your product (as outlined in the FAB model) the more likely it is you are going to be able to create a great AIDA campaign!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

When you’re looking at your sales model and attempting to write your marketing plan, how will you determine what information to include? What information will your potential customers and clients really want to see?

What you need is a fabulous sales model – one that gives them everything you’re looking for in one glance. You need the FAB (get it?) sales model!

In the FAB acronym, the letters represent the following ideas:

• F = Features. What are the main features of your product and what is it designed to do?
• A = Advantages. What will your product do to solve your prospect’s problems?
• B = Benefits. How will your product help people gain or avoid problems in the future?

If you can answer all three of these questions, in detail, than you’ll end up with an incredibly effective sales model. Take those answers and keep them in mind as you write your sales copy, design your marketing campaign, and go out on sales calls. In the end you’ll have a fabulous sales strategy designed to maximize results!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker