Foundations of Sales

The third step, The Presentation, is your opportunity to demonstrate your product or service.

This is where you show how your customer’s problem is totally and completely solved by your product.

What will change in your customer’s life after they have done business with you?

Once that is established, you simply need to make sure your customer is excited by the opportunity to exchange their money for that solution.

Sounds easy enough, right?

You can use the acronym B.L.I.S. (surely you want your presentation to be a BLISsful experience?) to remind you of the critical elements that your presentation should contain.

It is important that each element is covered before you move to Step 4, The Close.

B.L.I.S. stands for Benefits, Limitations, Interviewing and Storytelling.

• Benefits: This is about your customers, not about you.

• Limitations: Discussing any constraints, limitations, and explaining complex pricing.

• Interviewing: Asking good questions to ensure you’re both understanding and being understood.

• Story-telling: Making it tangible, building excitement and value.

Download the poster from the lecture resources to keep BLIS front of mind!

An objection is when someone presents a concern with your product, service or idea. Objections come in many forms and the best way to treat them is as ‘a request for more information’.

You’ve received an objection. Fantastic!

Now all you need to do is apply the objection triangle; the one-stop-shop and the answer to any and all objections you are given.

One of the oldest and most well-known sales methods taught all over the world for decades.

Feel-Felt-Found (3F) is a fantastic structure to remember in order to make sure you are effectively showing empathy to your customer when you are given an objection.

In fact, it works beautifully across any context, whether it’s in your professional or your personal life.

If there's one thing you'll need to get familiar with in the world of sales, it's handling rejection!

Upsell – by adding value.

The simplest way to increase your revenue is to ask a customer who is already buying something from you if they’d like to buy something extra: “Would you like fries with that?”

There are 4 basic customer personality types within the realm of sales and marketing. Understanding their characteristics and traits will allow you to communicate in a more effective manner that aligns with your customers needs.