SALESFUEL TODAY

3 Tips to Selling Yourself as Well as Your Product/Service

by | 2 minute read

Are your sales pre­sen­ta­tions mem­o­rable? Chances are, the prod­uct or ser­vice you sell isn’t all that dif­fer­ent from your competition’s. The defin­ing fac­tor for any pre­sen­ta­tion is the pre­sen­ter. Here are a few tips from Sell­ing­Pow­er on how to sell your­self as well as your prod­uct or ser­vice.

Metaphors

What’s the best way to lose a prospect’s inter­est? Using lan­guage they don’t under­stand. If there’s a perk of your prod­uct or ser­vice that can be dif­fi­cult to explain in tech­ni­cal terms, use metaphors instead. This is where your research into your prospect’s inter­ests comes in handy. If you can come up with a metaphor that uti­lizes their inter­ests, you’ve not only main­tained their atten­tion, you’re piquing their inter­est in both the pre­sen­ta­tion and you. The Sell­ing­Pow­er exam­ple, “The com­peti­tor is a hun­gry shark,” would be super effec­tive if the prospect has an obvi­ous inter­est in ocean life.

Talk less; smile more”

This may be advice that Alexan­der scorns in the musi­cal Hamil­ton, but it’s fan­tas­tic advice for sales­peo­ple. If you keep chat­ter­ing on about your prod­uct or ser­vice, you’re deny­ing your prospect time to ask ques­tions or get involved in the con­ver­sa­tion at all. Instead, only talk about what’s rel­e­vant to the meet­ing at hand and have ques­tions for your prospect. Their engage­ment will make both of you hap­pi­er with the meet­ing.

Use Specifics

Be upfront and com­plete­ly hon­est with your prospect. When telling them of how your prod­uct or ser­vice has helped a sim­i­lar client in the past, name the client and give spe­cif­ic ROI num­bers and details about impor­tant parts of the process. Do the same when you’re dis­cussing future inter­ac­tions. You won’t give them a call some­time next week. You’ll call them Tues­day, if that works for them. Your prod­uct costs such and such amount, not about such and such amount. Being direct leaves out room for a prospect to doubt you.

Rachel Cagle

Rachel Cagle

Rachel is a Research Ana­lyst, spe­cial­iz­ing in audi­ence intel­li­gence, at Sales­Fu­el. She also helps to main­tain the major accounts and co-op intel­li­gence data­bas­es. As the hold­er of a Bach­e­lors degree in Eng­lish from The Ohio State Uni­ver­si­ty, Rachel helps the rest of the Sales­Fu­el team with their writ­ing needs.