tip to successful selling relate your

Another word for relating your capabilities is called Positioning and is one of the six critical skills.Positioning is where you tell your product story, note this is not a generic product pitch by the numbers it is far more involved, sound product knowledge is just the foundation, having a strong message and knowing how to customize it to incorporate your customers needs is the critical factor in winning the customers business.There are three levels to positioning:1. Developing a core message. The core message must be clear, focused on the customer, and graphic. You must know precisely what you want to communicate and then use the words and images that your customer can relate to.
2. Intgrate customer needs into the message. Your message is now tailored to a specific customer, now you use your critical and creative skills to understand the customers needs, language, and perspective, thereby creating a link to your offerings
3. Reposition your message. As you learn more during the sales process, incorporate it into your message, and reposition what you have learned when you present to the influencers and decision makers.Here are some examples to help you along:In positioning your message,
- Integrate and concisely recap the customers needs
- Concisely and graphically tailor features and benefits to your recommendations,
- Finally ask a checking question to get feed back.
After you have learned some more you can reposition,- Ask questions to gain access
- Discussing your capabilities, "our... enables you to have your car serviced....."The value of relating "Positioning" is that it shows that you care and are customer focused and knowledgeable.Positioning is a skill few sales people knowingly practice let alone hone, it is a critical skill for you to develop on your journey to becoming a superb sales person. This skill evolves as you progress and needs constant, work to keep sharp and effective, here are some ways to keep and help position your message persuasively.1. Know what you want to communicate and tailor the message appropriately. Rehearse, rehearse, and keep practicing how you will describe your capabilities to your customer.Tip: Get your message out on your business cards, and all stationary that you can.Ensure your message is concise, customer focused and graphic.2. Update your message continuously. Easier said than done as busyness gets in the way. Reflect changes in your organizations and your customer's situation, needs and perspectives.3. Position effectively. Summarize the key customer benefits concisely, leading into your message or recommendations. Integrate into your message the specific customer needs that you have uncovered, concisely and graphically.

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