If they don’t understand, they’ll never buy
Time and again I hear people giving a pitch for their product, or I look at their website, and I just don’t get it. I don’t understand what they’re selling or why I should be interested in them or their proposition.
I talk to others and they same the same thing.
How refreshing it is to meet a company like Shark Finesse who understand how important it is to make sure their product and proposition is understood. Shark provide sales people with Return on Investment (RoI) calculation software, which enables the sales person to sit with the client and create a financial justification to buy their product or service. Shark’s product is outstanding and so is their tool to explain why you would benefit from RoI calculation software.
Shark have created a superb, professional DVD which, in three separate scenes, shows how you can use and benefit from their software. Everyone gets it.
Guess what? Their sales have taken off as a result.
Shark’s solution is, in theory, a no-brainer. But it’s a mistake to take that for granted. They didn’t and their simple, easy to understand, professionally acted DVD makes sure their customers ‘get it’.
I see much the same with Cotoco’s solution for companies. Cotoco’s expertise comes from creating educational software for children. They saw an opportunity in extending their expertise into creating sales toolkits for companies. They take the habits of the most successful sales people in an organisation and break it down into simple animations. We all love animated shows, and we learn and understand easily from them.
With cotoco’s help, any sales person can easily make sure that their concept, solution or service is fully understood.
And, amazingly, these solutions come along in threes. A couple of weeks ago, I met with Daryl Stickley of The Rich Partnership. Sharing Cotoco’s and Shark’s philosophy of making sure customers get it, Rich Partnership have built a modular presentation tool, which allows companies to build explanatory videos, presentations, animations, which help their customers to ‘get it’ and to sell more.
I’m a great fan of these tools. I use them. I learn from people like Martin Southern of Shark, Don Fuller of Cotoco and Daryl Stickley of The Rich Partnership, and employ their techniques into sales proposal design and structuring.
Tags: Understanding
