In the last article, I talked about different strategies for selling "reliability". Your software or hardware aspects. I mentioned that most tech salespeople like to talk about their "availability": reliability, scalability, compatibility, and scalability. In this article, I would like to discuss how to sell upgradeability. When to sell upgrades? When did you mention the possibility of future upgrades? How do you target future upgrades of software or hardware to new or existing customers without short selling them? How long should your company release an upgrade? These are good questions when it comes to the art of sales promotion.
Sales Upgrade Capability
So how do you sell upgradeability? So let's start with a basic question. When the salesperson mentions the word, what is the meaning of the word scalable? If you like myself, I think there is room for improvement. If I choose, I can upgrade to any new features that the software or hardware may provide. Microsoft Windows centralized sales upgrade model. There are four ways in which sales can be upgraded:
Strategy 1: Ernest Dichter, a prominent advertising manager, made a statement about how we must use incentive thinking techniques as sales or marketing people to generate constructive dissatisfaction. Dichter knows that people will only buy products when they are dissatisfied with existing products. The marketing and sales work is to make "the people are constructively dissatisfied" and what they are currently using. A good example is our migration from tapes to discs. Marketers remind us of the annoying "squeak" sound of tape, and how to quickly replay or quickly find our favorite songs. They continue to promise to provide complete "authenticity" with the ease and convenience of finding your favorite songs along with the discs. Consumers bought this argument and the age of the disc was foretold. Does your customer "constructively dissatisfied" when sales are upgraded?
Strategy 2: When I hear an upgrade of any point of sale, I immediately think of options. The task of the salesman is to give the customer a "vision" that may be possible if they choose your product later and decide to upgrade. Upgradeability indicates that there are other features that can be purchased without having to absorb all costs at once. Customers like to know that if they are satisfied with product performance, they can upgrade to more complex or advanced products at any time. This type of catering is particularly effective for customers with limited budgets.
Strategy 3: Upgradeability, especially the customer's second or third indication that your company is continuously improving the product (ie responding to customer needs and investing in research and development). This is the key; many customers want to be assured that the product does not meet the highest standards of performance. And over time you will improve the product. Upgrades should be sold once a year on average. For many upgrades, one year can be seen as "product repair" or another way to sell further from the customer, resulting in "buyer's resentment."
Strategy 4: Many salespeople make a major mistake. They haven't taken the time to show or prove to customers how to use your product to increase sales and efficiency, so that they can quickly return the buyer's return on investment (ROI). Customers want to see hard numbers about how the solutions you provide will positively impact profitability. Salespeople often say this: "This will increase your work efficiency." "This will make your staff more efficient at work." Or, "This will save your company a lot of money and increase this upgrade. "All these statements are qualitative, not quantitative; the latter can prove that the former is just an assertion. Customers need to quantify how your upgrades increase profitability by increasing sales or reducing costs. Trained salespeople enter the customer's meeting and learn how to upgrade to the level to achieve quantitative proof of their profitability goals.
Upgrades are a good way to add additional sources of revenue to the company's bottom line. Think again of Microsoft. Every year there will be a new version of Windows, and many of our technicians are rushing to buy it. How do you create this incentive or expectation through the company's product upgrade?
Victor Gonzalez, All Rights Reserved 2004
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Orignal From: Sales "Availability": Part 2
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