How to Sell Your Product

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Wednesday, 07 July 2010 Written by Russell Copley

Category Strategy

Selling your product can be a challenge for business owners and, for Marcela, selling “her babies” is providing her with a problem. Her’s is a traditional question – “who can possibly sell these products better than the creator with passion?”

Whilst I applaud her passion and commitment, I would question whether that alone is enough to generate optimum sales revenues. Too often the “creators” of a product are so engrossed in it, and are steeped in its development, that they can’t see the product with the same level of clarity as an objective observer.

That’s not to say that business owners and creators cannot become good salespeople, but I’d argue that they do need training and support.

Here are some tips for effective selling:

• Sell product benefits with clarity, and from the perspective of the customer - this is something that requires practice
• Overcoming objections is something that requires a toolkit of negotiating techniques
• Rejection requires a thick skin, and an ability to separate the “self” from the business
• Closing a sale is something that requires discipline and, sometimes, a degree of ruthlessness

Few people are gifted with these skills from the outset and most need help to develop them. Having said that, practice really can make perfect and I’m sure that – with appropriate training and advice – Marcela can build on her personality strengths and become a 5 star salesperson!