When it comes to creating a sales pitch for a new product, you have a decision to make. If this new gizmo is really complex, you may or may not want to make yourself a cheat-sheet of the features to have with you for your presentations.
I know you're thinking this will look unprofessional, but what is unprofessional is forgetting a few of the major features and blowing the sales opportunity.
If I were still working for a tool manufacturer, I’m sure my marketing people would be providing you with a valuable sales tool like this. Unfortunately, most don't so you’re on your own to put this together. Additionally, I’m sure your district manager would be happy to distribute your feature/benefit sheet to the others in the district or region.
It’s simple: The more you know, the better you’ll do.
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.
