Most sales people “wing-it”; they sell bare-handed instead of using the specific tools of sales. In construction, would you drive a screw without a screwdriver, or hammer a nail without a hammer? Would you use a hand saw when you could use a power saw? Let me explain what should be in your sales kit.

The purpose of a sales person is to find opportunities, discover pain, present the best solution to remove the pain and finally, to complete the sale. The sales tool kit is used to convincingly and accurately present the solution. Sales tools are used not only in the presentation phase of the sales process, but most importantly during the follow-up stage. Follow-up is the most important part of the process, and the time that sales tools can be used most effectively. These tools are used to help convince the prospect to make the correct decision.

We have all heard that a picture is worth a thousand words. If that is a true statement, then a sales kit should contain pictures to more effectively present the solution. If a picture is worth a thousand words, then a sample of the product should be worth a million. Product samples should be part of the tool kit. Let the prospect see the sample, touch it and experience it. Letters of recommendation from happy satisfied customers should be part of the sales kit. No one will be more convincing than a customer who has had a positive experience using your products or services. These letters should be used to overcome potential objections and concerns.

Technical data should be part of the tool kit. Company information should also be included. Awards and special recognition are effective tools. Lists of high profile customers and high profile projects or applications of your product are also very effective tools. Your sales kit should include post cards to thank prospects for their time and to remind them of their hot points concerning your product. Every tool kit should include sales agreements. Your sales tool kit should include all the tools necessary to sell your particular product or service. The tools you include are limited only by your imagination. When you find a new or more effective tool, include it. You can never have too many tools in you sales tool kit. A tool has no value if you don’t have it when you need it. Always carry your tool kit with you and you’ll have greater sales success.

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Copyright: The Business Performance Group, Inc.
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