|Right on Target|
|What Are You Trying to Do?|
|Reach the Decision-maker|
|Do They Need Your Product?|
|Emphasise the Benefits|
|Objections to the Sale|
|Closing the Sale|
Once you know what the prospect is looking for, you can offer the solution - your product.
If a prospect is interested but undecided, remove any remaining doubts by explaining why your product is ideal.
6.1 Sell the benefits, not the features.
6.2 Match benefits to the prospect's needs.
6.3 Quantify the benefits.
6.4 Produce evidence to back up your claims.
6.5 Mention customers and their comments.
6.6 Be prepared to discuss rival products, but provide proof of the advantages you offer.