Make a reminder sale (Mars)
The importance of reinforcement selling - A lesson from Mars.
I guess we would go for Company “C “ because it ticks all the boxes.
Yet what if actually ALL of the companies could have earned a tick in the buyer’s tick boxes because they all have a story to tell on these aspects - it’s just that only Company C actually mentioned them to the buyer.
You may well wonder how many previous opportunities you might have missed.
These curves demonstrate the importance of reinforcing sales messages.
- Curiosity rather than persuasion could lead to the trial of the product
- Provide reassurance in the brand
- Remind – reinforce- repeat purchase
A Thought experiment
Just for a moment – try this thought game.
Imagine you have just picked up a Mars bar.
You tear the wrapper and break the seal and you get the first smell of the chocolate bar.
You tear round the rattling paper wrapper and address the bar to your mouth.
The chocolate smell intensifies in your nostrils.
You then bite first through the chocolate coating , then the gooey caramel and then to the firmer nougat and 'pow', the sweetness hits you.
Training refresher tip: When was the last time you read through your Offer Analysis to ensure your sales gun magazine is loaded with relevant benefit bullets?
Selling Services and Intangibles