How to Sell a New Product

 A new product is issued to each salesperson at the regular Monday morning sales meeting and worst yet, a quota is also given for first week sales. How do I sell this product, you ask yourself.

You step out of that office, briefcase in hand, new product under one arm, looked at the sky and complained about the weather, checked the time and complained about the traffic at that time of the day and … wondered aloud, how am I to sell this new product today?

First off, always remember who you are and what is your profession: mentally remind yourself that you are a salesperson and your profession is selling.

Pause for a moment and reflect on this, why was it necessary for me to remind myself about whom I am  and my profession? Well, the answer to this is simple. You are a salesperson who sells, absolutely nothing else! Please,sales persons, know this, say between 8.00a.m. and 5.00 p.m., you are nothing else… no errand boy/girl for the spouse, not a traffic cop, not a weather person, nothing else for these selling hours; after hours, do whatever you need to do.

Now, here’s how you make that sale of a new product.

1. Do not eat or drink anything until you have earned it today. This motivation will quicken your step and keep a smile on your face, because you know if and when you are cheating.( You are a good person who does not cheat. money in your pocket is earnings from last month, you need to earn now to spend today).

2. Walk into your client’s store with a broad smile,keep that sample under your arm, exchange pleasantries of the day, small chit-chat, then excuse yourself by indicating that you are going to the warehouse to check stock of your existing range of products that your client has.

3. Walk ten(10) paces, slowly return to your client and request that the client look after your sample safely until you have completed stock-taking.

4. All along your client’s attention was aroused, the client would have been wondering about that product under your arm, now when you are not around,your client takes the opportunity to examine your product, here the product is selling itself, trust that you had proper labelling, etc.

5. Complete your stock-taking and walk into your client’s store display area. Look around for a product which has a similar purpose as yours, compare prices, volume, shelf display , especially checking quantity in shelf space.

6. Now you have information which you can use to sell your new product.Meet with your client now.By this time you have your stock and suggested order for existing items, give this to your client. However, before the client reads your suggested order, gently ask your client abour their feelings on the new product.

7. Suggest that your client compliment their present stock on ,say household dishwashing liquids, whichever was the similar product you saw, with your sample, offer the smaller buying range.

8. While the client is thinking about the smaller buying range, introduce the the offer where your client has buying advantages, e.g. frees to further reduce retail price, bulk discount. Know how many cases fit on an average size pallet and make that offer.

9. Your client is certainly pleased with your presentation by now. Close the sale and move on to the other items on your stock list.

10, Now you have earned the right to buy yourself a cup of tea of coffee.Finally, stay away from people whodo other chores during selling hours, they are a vexation to your profession.