Be prepared for questions and objections. Build them into your presentation so you answer them before the customer has a chance to ask them. This way you control the question and can shape the answer to your product’s benefit.
- Feature: Our storage unit side is made of XX-gauge steel.
- Advantage: We’ve been manufacturing high-end storage systems for 50 years and our engineers design our products to have the perfect strength and weight steel to fit a professional’s needs.
- Benefit: I imagine you agree that is the best way to manufacture a great system, don’t you?
The above is a lot better than having the prospect say, “The other system I’m looking at uses XXX-gauge steel, why don’t you?
In the end, the more you can impress your prospect that this product is going to benefit them personally the easier it will be to close the sale.
