There are so many similar products on the market, why should I buy your product?

Introduction: In actual combat, when our salesmen were placing orders and following up to the later negotiation stage, they were asked by customers: The products in this market are mostly the same, and the homogeneity is so serious, why should I? Want to purchase your product?

In fact, we only need to find the selling points of the product. The selling point of our products is the best answer we can give our customers and the best reason for them to choose us.

When we do sales, we must deeply explore the selling points of the product and then combine it with the customer's pain points to develop a set of sales words to attract the customer's attention.

In-depth exploration of product selling points can be divided into three parts:

1: We must tell customers about the advantages of our products so that customers can understand the specific benefits they can get from buying our products.

2: The advantages emphasized must be competitors’ disadvantages or what competitors cannot achieve, and the differences between us and competing products must be stated.

3: The advantages emphasized must be powerfully focused on one point, able to impress, move and attract consumers to purchase the corresponding product.

In the actual practice of our salesmen, the selling point of the product can be anything, it can be the product price, technology, positioning, or even color. Advantages can be tangible or intangible. I visited a customer before and found that the customer believed in Feng Shui very much, so I handwritten a Diamond Sutra to the customer. From the perspective of Feng Shui, hand-copied sutras have the effect of "stimulating energy". It has the functions of "wealth", "safety" and "house control". I first warmed up and copied it once, and then wrote it carefully. I copied 1,000 words every day for more than two months. During the copying period, I didn't eat any meat. When I gave the gift to the client, I explained the copying process and the precautions for placing the scriptures. The client was very surprised and moved. It definitely differentiates me from my competitors. I have gained the trust and recognition of my customers.

If you spread your thinking, you will find that the advantages of sales are almost endless. For example, when everyone is selling furniture and emphasizing the technical performance and quality of the furniture itself, you promise to help while selling furniture. Free installation and debugging for customers. Then you will undoubtedly have more chips in the competition. Similarly, there is a salesperson engaged in medical equipment sales. While selling medical equipment to customers, he also helps customers seize parking spaces in the morning and buys customers a heart-warming breakfast. , This also creates a clear difference between itself and its competitors, and it is already ahead of its peers in terms of situation.

Customers always listen to what they like to hear and do what they like to do. Therefore, when we propose product selling points, we must stand from the customer's perspective and treat customers as their own family members. Starting from demand, we provide the best quality products for his needs, rather than looking for reasons to sell our products to him.

In my several years of sales career, I feel that when refining the "unique selling point" of a product, we should focus on three aspects:

1: Provide customers with something that competitors cannot surpass. Product selling points;

2: Product selling points are the greatest benefits that salespeople provide to customers, making us the best choice for customers;

3: Product selling points must be what customers want most benefits or results.

Under the guidance of the Matthew Effect, the strong get stronger and the weak get weaker. The selling point of the product is that our salesmen gain customers, win money and honors. It is the "tipping point" of success and sales. The process is to discover the main needs of customers and meet the main needs of customers.

Conclusion: From the perspective of "meeting the main needs of customers": the selling point of the product is that our salesmen start from the main needs of customers and forge the "strongest temptation" sharp edge, which can poke the customer's psychology "Pain points", it is our most effective weapon to break through customers' psychological defenses.