HELP!!! Cant seem to close

Can anyone out there give me any help.

I am a sales rep for a company where the majority of our clients are motor mechanics. I find that the information I give about our product generally grabs their attention but there is something missing. We are fairly new to the market and our product comes with certifications that most of our competitors cannot offer. Even though the people I approach and talk to are impressed by what we offer im still finding it difficult to close a deal.

Any suggestions as to what i might be doing wrong or how i could improve?

Thank you in advance.

What is the common objections you are getting?

Are you introducing a new product-line to current clients or cold calling to potential clients?

Quote:

Originally Posted by msato

What is the common objections you are getting?

The most common would be "I have never heard of your product name and either have my customers". 85% of the people that I approach agree that the product is better then what their currently using but are turned off by the fact that it doesnt carry a well known name. From what i gather from speaking to people they are either after a dirt cheap product or a product that sells by name.

Quote:

Originally Posted by Calvin

Are you introducing a new product-line to current clients or cold calling to potential clients?

Cold calling to potential clients.

What is the advantage to the buyer for using your product instead of the well-known product? What is your competitive advantage?

Quote:

Originally Posted by United

The most common would be "I have never heard of your product name and either have my customers". 85% of the people that I approach agree that the product is better then what their currently using but are turned off by the fact that it doesn't carry a well known name. From what i gather from speaking to people they are either after a dirt cheap product or a product that sells by name.

With a little research, I'm sure you could find a couple of popular products that were new to the marketplace in the past couple of years. You can use that to diffuse the "never heard of it" line. In other words, prior to a few years ago, "you never heard of that either" and now you love it. It also helps to ask some leading questions that can be answered by your product of service. When you close out your conversation, summarize the fact that they themselves told you your product was better. Finally, don't forget to ask for the order!

Quote:

Originally Posted by United

The most common would be "I have never heard of your product name and either have my customers".

It sounds like you didn't build enough rapport/trust with your prospects. It's better to have prospects contact you. Do you get any leads from your website, referrals, and other marketing efforts?

Quote:

Originally Posted by United

Cold calling to potential clients.

If you're prospecting then you can write up a prospecting offer to run against your prospecting list. Whoever says they want something like what you're offering should be receptive to the sales interview which will give you the chance to ask your questions (SPIN, etc.) which will help the both of you see if there is a reason for doing business together.

Quote:

Originally Posted by TommyMac5

With a little research, I'm sure you could find a couple of popular products that were new to the marketplace in the past couple of years. You can use that to diffuse the "never heard of it" line. In other words, prior to a few years ago, "you never heard of that either" and now you love it. It also helps to ask some leading questions that can be answered by your product of service. When you close out your conversation, summarize the fact that they themselves told you your product was better. Finally, don't forget to ask for the order!

Fantastic suggestion guys. I should point out that the product I provide is then passed onto their customers who generally have no knowledge of the technical benifits and feel safe in using a "named" product. Although I am more then happy to provide them with literiture that they can then pass onto their customers they would often rather not have to go through the "effort". I put forward to them they they can use our product as a second option of sale that they can sell for a higher price and in return earn a higher profit for the exact same amount of work. They generally like the idea but still no orders

HELP!!! Cant seem to close

Closing the Sale Forum