motivational speaker atlanta georgia

motivational speaker atlanta georgia

 

Need a Motivational Speaker for your Next Event?

 

 

 

 

 

 

Home | TWITTER  | YOUTube


                                     

Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology

 

hispanic motivational speaker

Selling "-abilities": Compatibility

(Part 3)

In the last two articles I discussed sales strategies for positioning reliability and upgradeability.  In this third in a four part series, I want to turn my attention now to selling compatibility. 

Whether you’re selling software or hardware, one of the biggest obstacles you will face in the sales process is convincing the buyer that your product will not negatively affect their existing system.

Lets begin by first defining the term itself, compatibility.  A product is considered compatible when first, it can be added or integrated into a system without negatively affecting performance, and second that it has the capability of enhancing the system itself.  The latter is obviously why companies buy compatible products; to enhance its performance. 

So how do you sell compatibility to a customer?  What approaches are necessary to overcome some of the obvious objections regarding quality, interference or integration? 

Selling Compatibility

So how do you sell compatibility?  Lets begin by understanding what the customer will think when they hear the term compatibility.  The first reaction from the customer might be to immediately call into question whether it is compatible and will undoubtedly ask for proof?  Even if it is compatible, the customer will think, “Why should I potential disrupt my system?”  There are two ways to overcome these mental objections and sell compatibility:

Strategy 1:  To say a product is compatible is the equivalent of saying, “It’ll work with your system, no problem.”  The customer’s immediate reaction will be for you to provide convincing real world evidence that it won’t cause glitches or intermittent problems.  Customers fear one thing more than anything else when it comes to maintaining systems, intermittent problems.  These problems are the worse because they have no specific mode of behavior.  They appear and then disappear for no apparent reason.  Selling compatible equipment will mainly be about convincing a customer that your product will not cause intermittent problems.  The only way to guarantee this is to: 1) trial the product on various systems before proposing it to a customer; by doing this you will be able to somewhat assure the customer that your company has pre-tested the product on a similar system, and 2) Begin testing the compatible product on isolated or departmental systems; this allows controlled on-site testing.

Strategy 2:  Once you’ve overcome the fear factor of possible intermittent problems, the next step is to demonstrate the ease of adding this product to the system.  Compatibility is synonymous with ‘easily integrate-able’.  If your selling software, make sure you have an easy to navigate GUI (pronounced Goo-ee, Graphical User Interface) with simple setup Wizards.  If the product is hardware, make sure your connection ports are labeled using the same iconic representations that are considered standard for the industry (e.g., USB port graphic on your computer should match the one on your product).  Although this is more of a product management design issue, it is the salesperson’s job to highlight these similarities and ease of setting up the equipment.  The more the customer perceives that the product is somewhat ‘standard’, the more like they are to want to go ahead with the purchase.

Selling compatibility comes down to selling the products ease of integration and that it will not compromise the integrity of the system when introduce.  All of us as consumers are reluctant to buy add-ons for two specific reasons, 1) the perceived difficulty of setting it up, and 2) the fear of possible problems that may occur.  We only overcome those fears when the need to upgrade moves from being perceived as a luxury (i.e., nice to have), to that of a necessity (i.e., must have).  The task of a salesperson is to diminish the fear of implementation and augment the need by showing the customer the long-term benefits. 


© 2003. Victor Antonio G.. All Rights in All Media Reserved. Victor Antonio G. is a sales trainer and motivational coach.

 

                                             

Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology


Motivational SPEAKER HOME | PROGRAMS: | Corporate | College | OrganizationsINFORMATION: |Speaker's Bio | Speaker Press Kit | Speaker's Products | Motivational Speaker Testimonials | Motivational peaker Videos | COACHING: | Speaker U | Victor's Bookshelf | ARTICLES ON SUCCESS: | Leadership & Trust | Speaker on Vanity | Keynote on Revenge | Business and Ladders | Latino Market Growth | Motivation and Money | Selling & Optimism | Speaking of Action | Keynote on Greatness | Torpedoing Success | Consumer Motivation | Creative Destruction | Motivation and Selling | The Success Matrix | Motivational- Squirrel Wins - Focus | Why Take Action | Motivational Failure | Speaking of Talent | Speaker Success Poem | Acres of Diamonds | Selling Thoughts | Marketing Focus | Sales Ability - Part 1 | Sales Ability - Part 2 | Sales Ability - Part 3 | Sales Ability - Part 4 | Strategic Selling-Legacy | Sales Techniques-Price | Sales Mastery-The Sale | Selling Without Wires | Sales Evolution | Ode to Og Mandino | Leadership Style and Skill | Leadership Success Poem | Leadership-Time Management | Motivational Principle | Professional Public Speaking | Diversity & Multiculturalism | Sales Ethics-To Tell | Cash Money Tree | Monopoly of Ideas | Sales Training Bob | Create Cash Flow-Equity | Pay for Performance | The Good Life | Power Shift-Toffler | Compromise Leadership Poem | Exploiter | Computer Poem | Leadership Qualities | Your Capacity for Success | Incentive Programs | Management Style Leadership | Essay on Equality | Self-Esteem Motivational | Employee Recognition | Overcoming Fear | Success Without Degree | Reality is Plastic Poem | Christmas Story: Misfits | Cold Calling CEOs | Leadership-Winning Mindset | Innovation and Technology |Netflix-Blockbuster Competition | Philosophy of Perfection | Renting Goals | Selling Not CollectingSales-Prime Contractor | Blink-Decision Making | Selling Through Channels | Roadmap to Success | Success Your Way | Why Things Don't Change | My First Trophy | Life Coach - What a Joke | Leadership Memorandum | How to Hold On to Your Super Hero Powers | Get Off Your Assets | What Killed Jack Rabbit | SHPE Happens | Autopsy of Inaction: The Living Dead | Reverse Engineering Success


Victor Antonio G.,  Sales Influence   All Rights Reserved 2002-2009,

A business motivational keynote speaker for events and conventions 

Travels from: Atlanta, Georgia   info@SalesInfluence.com

For booking information call: (678) 895-6068

11770 Haynes Bridge Road, Suite 205-501  Alpharetta, GA 30004