As a sales person, “why
should I buy your product instead of your competitor” or, perhaps “what
makes you a better product than the other brands has always been a
challenging question”.
I’m sure you would agree
that we all have had that question asked of us and if like most, we
probably replied with a host of reasons why, only to leave ourselves
open to the chance of a blank stare, a comment to imply “so what” or
maybe a fate would have it, the prospect turned out to be so schooled on
your product, that the question was a test of your own product
knowledge.
To better understand a
prospects value stream, you must learn. Did they really have a need?
Were they looking for information to compare against others? What were
the things that they felt were most important to them? The prospect that
is heavily into features and hi-tech will place greater value on things
such as stereo’s, touch screen technology and so forth. A person who is
more concerned about the simplicity of operation and maintenance is
less apt to be concerned with gadgets.
It is also critical when
speaking with a prospect to be mindful of the person’s gender and
demographic. As more and more generation X’s and Y’s (Millennials) enter
the marketplace a sales person needs to understand what their typical
buying habits are. Both are better educated and more technically savvy
then Boomers who might be buying a hot tub for health or relaxation
reasons. Generation “X” will place value and performance at the top of
their list. In a similar fashion, a Millennial will want to know what
the product is “worth” but since they are less likely to have the
disposal income, they will weight their need for the product before the
considering what the product can do for them.
This is where you will
likely hear “why should I buy your product or what makes you better”.
And, no different than any other, Millennials need to be told why your
product is better, but in a manner and language they can relate to.
ASK QUESTIONS DON’T JUST
RESPOND. A method some have used over the years is called LEAR. Listen
(take in what the prospect tells you). Explore (the more you learn the
easier it is to zero in). Acknowledge (so you told me what is most
important to you is ability to pay over time, is that right)? Respond
(once you have enough input — make your presentation — emphasis should
be on what they want, not what you think is important).
So, “Why Premium Leisure Hot Tubs”?
Needless to say, that depends on who you are speaking to and what their value stream is.
THE COMPANY
Our hot tubs are made in
the USA. Although only 9 years old, we are already one of the top spa
companies Worldwide, currently selling in over 40 countries and
distributed through global suppliers in dozens more. Our management team
has been instrumental in the shaping the foundation of our industry and
we are annual recipients of poolandspa.com 5-star rating as well as
being a Trade-Certified manufacturer. Our products have approval ratings
of ETL, UL, CE, CSA, CEC and various other organizations whose
responsibility it is to ensure that products comply with health and
safety standards. Family owned and operated, we are a company that
cares.
Chris Stokes is an eminent and a mature content writer for Premium Leisure, He is writing articles about hot tub, hot tub spas, swim spas and portable hot tubs related topics.