Explanation about how to apply the 5 Powers of a Champion in a sales demonstration as a strategy to succeed in sales. Also refer to product, service, achieve, goal, health, knowledge, value, excellence, character, energy, confidence, motivation, quality, esteem, trust, Ron Kurtus, School for Champions. Copyright © Restrictions
Applying the 5 Powers in Your Sales Demonstration
by Ron Kurtus (19 November 2004)
If you would like to increase your probability of success in making a sale, you need to enhance your sales demonstration. The demonstration phase in selling is when you show the prospect your product or service and provide its features and benefits. One method to improve your ability to close the sale is to apply the 5 Powers of a Champion™ to the sales demonstration.
Questions you may have include:
- What are the 5 Powers of a Champion?
- How can they be integrated into the demonstration?
- How will they help me with the sale?
This lesson will answer those questions. There is a mini-quiz near the end of this lesson.
5 Powers
We have found that there are five important factors in achieving a goal. They form a basis for the School for Champions:
- Health
- Knowledge
- Value
- Excellence
- Character
Enhance factors
A good salesperson should seek to implement those factors during the demonstration. This will help the prospect make a decision to buy.
Preparation
The 5 Powers are also used in preparation for making a sale. It is worthwhile to read Applying the 5 Powers in Your Sales Preparation before reading this lesson.
Integrating into demo
During your demonstration, you want to integrate the 5 Powers. Much has to do with your attitude and how you deal with the prospect.
Health
Physical and mental health are important to all people, so you want to make sure the prospect is comfortable in these areas.
Physical health
The physical health and safety is seldom an issue, but in some types of sales it may be a factor.
Mental health
People do not like to be criticized, insulted, demeaned or such. That is not good for their mental or emotional well being. Making negative comments or actions to the prospect very seldom results in a sale.
Positive remarks to the prospect results in a positive attitude toward the sale.
Knowledge
If you show knowledge about the product or service you are selling, as well as skill in the sales process, the prospect will have confidence in you and in your advice on what will suit him or her the best.
Value
People want their money's worth in what they buy. You need to show the value of what you are selling to them. This not only includes the monetary value, but also personal rewards they may get from owning the product or using the service. This gives them motivation to buy.
Another very important part of providing value is the personal relationship you establish with the prospect. People prefer to buy from people they like.
Excellence
Excellence is the area customer satisfaction and quality of your service. You need to make sure the prospect gets the product or service wanted, but also you want to provide extra service that is appreciated.
Character
Honesty is an important part of sales. You want the prospect and your customers to trust you and respect you.
Benefits
There are many benefits from using the 5 Powers of a Champion in your sales demonstration:
- When you take positive steps in enhancing the prospect's health, especially his or her mental health, they will be in more of a buying mood.
- When you show knowledge and skill, the prospect will have confidence that you are the best person to deal with.
- When you provide value to the prospect in the information you provide, the product or service you are selling, and the special attention and friendship you give,
- When you provide quality goods and do your best to provide extra service, you will be appreciated and get repeat business.
- When you are honest, the prospect will trust you and not hesitate in buying from you.
Summary
During the demonstration phase of making a sale, applying the 5 Powers of a Champion of Health, Knowledge, Value, Excellence and Character will increase your ability to close the sale. The prospect will be in a better buying mood, have confidence in you as a salesman, be motivated to buy, appreciate what you do, and trust in you.
Motivate prospect to buy
Resources
The following are some resources on this topic.
Websites
Books
Mini-quiz to check your understanding
1. What is a positive way you can enhance a prospect's mental health or attitude?
2. Should you help out a person who probably won't buy?
3. What can happen if you establish a good relationship with the prospect?
If you got all three correct, you are on your way to becoming a Champion in Sales. If you had problems, you had better look over the material again.
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Applying the 5 Powers in Your Sales Demonstration