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Putting Benefits Before Features
Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation. As I listen patiently and attentively, I privately critique the sales person as they make their pitch. I look for certain things, the basics, are they making eye contact with me, do they have a healthy knowledge of their product, do they ask me open-ended questions? Etc., etc. The one thing that I have noticed about the majority of sales people, even the ones I see on infomercials, is that they spend the majority of their presentation discussing their products features, and not it's benefits. As a consumer it is very important to know all the features of a product, however, I find it much more important to know the benefits of the product. What is it going to do for me? How much money will I save? How will it make my life easier? These are the questions your potential customer wants to have answered. They want to know how they will benefit from your product. For example, I was in my bank the other day opening a safe deposit box. As I sat filling out the paperwork, the branch manager wisely seized his opportunity to be proactive. He asked me if I was registered for their on line bill payment. When I replied that I had not, he proceeded to tell me all about it. He told me how easy it was to sign up, how easy it was to access, and how easy it was to pay my bills over the computer. He even gave me an on line presentation right there in his office. The only thing missing was the pop corn. During his entire verbal and visual presentation, he never once mentioned a benefit to the product. The features were great, but how did this benefit me? What he should have included in his presentation, was that by using on line bill paying, I would no longer have to purchase checks, and I would no longer have to purchase stamps, I would be saving money! The benefit to this product was, I could save money! We all want to save money, but this point was never mentioned. Needless to say, I enjoyed the presentation, and I did sign up for the on line bill paying. The next time you are selling one of your products, take the "features and benefits" and reverse them. Tell your customer up front what your product can do for them. Think "benefits and features" not "features and benefits" Tell them how your product can save them money, how it will make their life easier, tell them how it will benefit them. It will make all the difference. Jay Conners is a former loan officer with more than fifteen years of experience in the mortgage business. You can read more articles just like this by subscribing to his free news letter by visiting his site at http://www.jconners.com a mortgage resource center. He also owns http://www.callprospect.com a mortgage lead company.
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Coaching Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- How to Make Training and Development a Power Agent for Change Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you are not sure if it was worth the investment. What went wrong? Got Sales Objections? Wheres Your Value? A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future." The 7 Deaths of a Salesman In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about doing the right things, it's about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, you'll be well on you way to selling success. Get Leverage & Increase Your Sales Results Immediately! Have you ever started something and not completed it? Or maybe there's something that you know that you should do but you just don't seem to get around to it? Or perhaps there's something that you know would benefit from more attention / more focus but you just don't give it the attention that it deserves? Growing Sales Through Creating Connections Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer - NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. How To Stop Chasing Prospects Forever! Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead. Sales Success The 5 Steps It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell. Eliminating Objections to Increase Sales You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all? The Art And Science of Closing - How To Close More Sales Right Now One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?" Seven Critical Qualifying Questions Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long the term success of our sales team and your company. 7 Keys to Turning Cold Calls Into Warm Calls Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me? 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. The Unmentioned KEY to Selling PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD! Boost Your Productivity, Networking and Sales: Make an Impression Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. To ensure you make an outstanding impression every time? try some of these tips. How To Improve Your Sales Skills One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills and our in person skills. This article will discuss the in person skills. Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen. 7 Sales Techniques To Differentiate You From The Competition You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves. Cutting Through Stalls and Objections It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:
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