How to Sell a Company’s Product

How to Sell a Company’s Product

Introduction

Selling a product that was not created by you, or directly sourced by you, might pose as a bit challenging, and difficult to navigate.

Selling products for a company falls under this category, but the responsibility must be fulfilled regardless, as that might just be your source of income.

It is important to note that as challenging as it may seem, it is entirely possible with the right approach and strategies. Learning these will only take a few minutes, as this article will dive deeply into the strategies to successfully navigate this aspect of sales.

Learn the Company’s DNA – Why This is Important

The very first thing to do, when in the position where you have to sell a company’s product, is to look back at the company, were the product is from. You might wonder why this is necessary, as the main focus should be the product. It is a valid thought, and the answer is that the product is simply a reflection of the company.

To understand the product, you must understand the company, first. Learn their mission, values and culture. Figure out the role of the product in the overall strategy of the company. This will help you to truthfully represent the company when selling the product, by pushing its original intention and value purpose.

Product-Company Fit

The initial analysis will not be complete, until you have found the relationship between the product and the company. This will be easier after you have properly understood the company’s mission, and reason for creating the product.

Analyze exactly how the product aligns with the goals of the company. This will help you position the product in such a way that emphasizes its values to both the company and customers.

Identify and be ready to address any areas of conflict that potential customers may bring up and require clarity on.

Create The Company’s Unique Value Proposition

Before selling a company’s product, you must craft a compelling message which will serve as the pitch. This pitch should be very clear when stating benefits and values of the product.

This is a very vital step, and much care must be taken when drafting. Ensure that you highlight the strengths of the company, and as an extension, the product being sold. Customers will need certainty that the birthplace of the product they are purchasing is trustworthy and they know what they are doing. Also, take time to indicate the differences between the company’s product and that of competitors in the same category.

In summary, this unique value proposition must be powerful and compelling enough to change a customer’s perception of both the product and the company, giving them a positive outlook on both.

Sell the Company’s Story

As a seller, you need to be very strategic, employing all the necessary tactics to selling the product successfully. All this must be based on honest facts, of course.

Selling a product for a credible and trustworthy company has its benefits, and you must be smart enough to take advantage of them.

In the place of selling the product, sell the company’s story too. What does this mean? When talking to customers, bring up the company’s values and history, as well as their achievements and successes.

Customers never get bored of listening to, or witnessing testimonials. This is, most times, all the motivation they need to make a purchase.

Bring up amazing reviews and testimonials to your customers. This will not only help you sell off the product fast, it will also help build trust with potential customers.

The Power of Corporate Social Responsibility

As mentioned earlier, the importance of selling a product for a credible company cannot be overemphasized.

Leverage on the company’s contribution and commitment to social and environmental causes. While doing this, make sure to demonstrate how the product comes in, and contributes to all of this.

This will project the integrity of the company as not just one that caters to customers, but also takes into consideration, the people’s personal needs, unrelated to product sales.

By doing this, a connection will be fostered between the customer and the company, inevitably pulling them into the purchase of the product.

Overcoming the ‘Company’ Objection

Mastering the art of handling and overcoming objections is a skill every salesperson must have. The reason is simple; not everyone agrees with you.

First of all, concerns may arise regarding the product. One thing to note, is that customers who actively want to make purchases are most likely the ones who will present objections. This is because they need a certain level of encouragement, and maybe just a little push. All you have to do, is prove them wrong.

In all honesty, they may just have been waiting for this. They want to be sure that they will be getting their money’s worth. With the knowledge you possess about the product, subtly steer the conversation towards your end.

Other times, these customers may bring up concerns regarding the company. Most times, it isn’t because they don’t trust the product, but because they want to be certain of its origin.

Be prepared to answer questions and address concerns about the company’s size, stability, or reputation. Build trust through your transparent and honest responses, by showcasing the company’s values and successes.

By mastering this, you should have successfully practiced properly. This is a big leap to becoming almost unstoppable, when it comes to selling, especially when you are representing a company.

The Company’s Product Roadmap

For a case where w customer is genuinely curious, it is okay to moderately share the company’s vision and plans for future development. Just enough to keep them guessing, but enough to clear their doubts. This aids the sales, because the customer will understand that they have an avenue for effective communication with the sales team, also, the company has bigger plans than what they can already see. Be sure to demonstrate the company’s commitment to innovation and improvement. All this must be based on facts. Do not, under any circumstance, preach a lie. It tarnished the company’s image when those expectations of customers are not met, and it discourages them from future patronage.

Measuring Success: Company-Focused KPIs

When selling a company’s product, one of your goals should be to drive the business growth, so you must actively measure this.

Track key performance indicators that correspond with the company goals. Keeping this track will help you understand what direction the sales are going. You will clearly see if sales are improving, which will give you room to improve your strategy.

Collecting this data is also very important for future references, in case the company needs an overview, or if you simply need a boost, when speaking to customers about the company’s growth and strength.

The Company’s Sales Culture

It is your responsibility, as a company’s salesperson, to breed a sales environment that effectively reflects the values of the company you are selling for. Ensure that you are promoting and selling the product in such a way that it brings back a good name to the company.

You can also encourage sharing of knowledge across the company’s department. Share information that will keep the company afloat, and boost product sales.

Conclusion

Selling a company’s product is an easy venture, when you have the right strategies set in place. By practicing the discussed tips, you will definitely have the best sales, while keeping the company’s reputation soaring.