In the four defined maturity phases in a product's life cycle 'Birth is the first phase where the technology is new and revolutionary but primitive. Products are capable of only basic tasks and have a few, if any, features or options. During this period of infancy, appeal and value are limited to a relatively small number of people, but if the technology is successful, those few quickly become enthusiasts.
| Phase
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Description
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| Product
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New, Basic, buggy, functionality
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| Sales skills required
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Closer
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| Customer characteristics
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Gateswingers
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Customer characteristics
Gateswinger
Sales skills required
In Selling the wheel Attracting a Closer is one of the different sales strategies a company can deploy. This sales strategy works best in the Birth phase of the Maturity phases in a product's life cycle.
The closer
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|
Description
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| !Personality
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|
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| Character
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High energy, Extrovert, Charming but also manipulative, Willing to do whatever it takes to close the sale, whenever, wherever, Lifestyle very upscale, owns all the cool tools
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| Major drives
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A big time need to succeed. Too much money is almost enough. But also in some, a genuine desire to change the world for the better
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| Important skills
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Qualifying, Presenting, Resolving objections, Closing. Be able to build a "dream" picture of the results of purchasing
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| !Marketing
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|
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| Ideal company to image
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Avant-Garde. Pioneering, Progressive, The next wave, Polished, Having the potential for megasuccesses
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| To generate sales leads
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Demonstrate the technology. Show the potential. Get a PR firm to create events for youe. Make lots and lots of cold calls to get yourself in the door
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| Qualifying customers
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Aim towards the chief decision maker. Someone who does not have to ask permission to authorize the sale.
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| !Getting the sale
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| Sales Presentation
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Entertaining, Exciting, Sometimes even dramatic
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| Typical Objections
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"Should i spend so much money on something new?" Is this really getting the performance promised?" Do i really need this gizmo at all?"
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| Resolve by
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Showing that the technology really works. Sell the dream, skim past the details
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| Closing
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Ask for the sale immediately after the presentation. Offer a limited time for acceptance. Give "permission" to buy. Overall, inject a strong emotional push to people on the fence: either fear or desire
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| !Service
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| Great service means
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A refund in the event of a major problem. Usually the customer is self reliant with respect to applying the technology so service is not a determining factor for success
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| Key to repeat business
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Often, there is no repeat business with the same customer
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