‘Selling Points’ are the points that project the product in the mind of a customer wooing him or her to buy. Selling points are the ‘talking points’ which make a case for a product or a service. Each product is having something unique to tell.
Hence, selling point is an advantage or a feature of a product. When this selling point is included in sales-talk, it is referred to as ‘talking point’. These are the ‘trade-tools’ or the ‘control-points’ at the command of salesmen. Selling points are the facts which are instrumental in overcoming sales resistance, which an article meets in the market. Selling points are facts that cause people demand a particular product in preference to another in the same or general category. These may relate to manufacture, marketing or the distributions of the product. These may be present or past features or facts. They are “U.S.P.s” or “the unique selling propositions”. These are the solid facts that are instrumental in killing sales resistance which a product faces in a market place. They are specific facts that cause peoples demand a particular product as compared to the other competitive products.
They impel an action; they test the story of a product in a colourful way to get ‘yes’ action. In essence, these relate to specialties of product in terms of quality standards, features, merits, plus points, uses of a product. It may be historic, manufacturing, marketing, packaging, transporting feature or features high lighting its superiority to others. Selling points are the talking points which form the substance of sales-talk or an interview of sales. Selling Points are mostly covert than overt which are to be discovered by taking each product and analysing it at length, meticulously. These differ from product to product depending on the very nature of product, its makings, manufacture, cost structure, packing, packaging, price and so on.
Selling points are the sellers’ specifications which are to be matched to the buyers specifications manifested in the forms of buying motives. While presenting these selling points, the salesmen are supposed to narrate all the selling points like a trained parrot. They are to select and stress only those which are unique and uncommon because, customers are knowing already some coming Selling Points. They are more intent in the latest and outstanding product specifications or selling points. A shrewd salesman knows it and, therefore, cuts to the core. The most common example of selling points may relate to the make, size variations, color combination, shapes, constituent materials, packing, durability, suitability, convention, case of use, resale-values, status symbol, economy, special selling terms, technology and so on.