So you are now a reseller of the Nexis 100AP CD/DVD Publisher. What features are you going to promote? Silly question? No! Many resellers focus on a feature and they push it to death not realizing they are losing sales by focusing to closely on the one area.
Your first step in selling a CD and DVD publisher is to access the needs of the potential customer. If they are IT savvy then promoting the ease of use will not be a strong selling point.
On the other hand, when money is tight and businesses are on a budget, generic inexpensive consumables may be one of the best features to promote.
As a reseller your hardest task is not in the selling of the products, it is assessing the needs of the prospective customers. Understanding what makes your customer tick can open the door to the features you need to promote to them. Promote the right features and that sales door opens.
Customers are no different to you or I. If a product doesn’t fill a need then we will not buy it. Create a need, or show that a need exists and the reverse becomes the case.
The best salespeople in the world are those that can quickly assess a sales situation, understand the prospective customer, then modify their sales pitch to suit that situation. What are you going to promote? What the customer needs to hear – that’s what.