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| *Ostroff, Fair and Company>>>Marketing & Sales |
How to sell a product that is very hard to sell? |
How to sell a product that is very hard to sell? Good question. Seems all products that requires a sales person usually are hard to sell. Hard is an interesting word. Play basket ball is not hard for Michael Jordon but it is hard for me as I am not as tall and lack the skills. This answer really depends on a lot of factors. Let me make some educated guess. The obvious ones are product problem like over price, wrong customer, defective product or features not obvious. Then try to figure out why the products are made in the first place. I have seen a lot of dump products in my life. For example, a stair case to help a dog to walk up to the sofa. Is it easy to sell this product? Many years ago, I worked for Hewlett Packard as a marketing engineer. The first product I had was a thermal paper printer/plotter which can move the paper back and forth 16 feet. Now who wants to buy that? They had no clue at the time. We did a survey and came up with the answer of someone who is in the oil drilling business. They need to see the long axis of seismic activities. Long story short, we found a niche. Back to your question. First figure out why, then work on the how. No easy solution. But if you can pin point the problem you are half way there. The very last resort is to change job or find another product as someone said earlier. Get a good salesperson, one who doesnt shut up. Get a better product! :) Just kidding. You just have to find the people who want your product, or convince people that they want your product. Or sell it cheaper than the other guy. You have to have a little heart in it or you'll never sell it. Make sure you can never walk into a job that you can't walk out of - otherwise, make sure you can sell it before you start the job. There are three questions that you always want to answer when you are trying to sell something. They are: 1.Why are you doing it? 2.Why should I believe you? and 3.Why should I act on it right away? Have those questions answered to perfection, and it's almost impossible to turn it down. I actually just posted on my blog about those 3 questions and explained them if you want to check it out, http://aportela.wordpress.com A good Salesman can sell even stones. First step is to servey the market, second study your products, get positives or negatives points of your products so that you can convience your customers about your product. Study your competitor and accordingly react. have good marketing plans- try to attract clients by offering new schemes-gifts etc..... Communication skill is the heart for generating sales so develop it if you are a shy guy. |
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