“Introduce your product properly!”

🌟 Tim Connor writes in 91 Common Mistakes Salespeople Make: One of the mistakes weak salespeople make is talking too much when introducing their product. They assume that if they present “an ocean of features” to the customer, they will surely succeed.

🌟 But professional salespeople know that a proper product introduction is a kind of conversation in which both sides must participate—not a monologue where we speak and the customer listens.

🌟 For this reason, professional salespeople manage the product‑presentation meeting based on one key principle: listening and discovering the customer’s needs, wants, and concerns, and then linking them to the product’s core features.

🌟 That’s why, when you accompany professional salespeople—say, attending four product‑presentation meetings in one day—you notice that they introduce their product differently in each meeting, rather than repeating the same memorized lines like a cassette tape.

🌟 Based on this, to introduce the product we sell professionally, we must follow these principles:

1️⃣ Introduce the product briefly and clearly, focusing on a few key features.

2️⃣ Present the product from the customer’s point of view, not your own.

3️⃣ Create a two‑way, interactive conversation with the customer.

4️⃣ Focus on both the emotional and technical features of the product.

5️⃣ Engage the customer with the product so they feel a sense of ownership.

6️⃣ Periodically ask for the customer’s opinion about what you’ve said, so you can clarify any questions or concerns.

7️⃣ Select your talking points based on the customer’s specific situation.

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