Why The Focus When Selling Should Not Be On Features And Benefits
The bedrock of your sales engagement should calmly be built around what the prospect tells you that they want…and nothing else. As a matter of fact, you should typically avoid saying anything about attributes involving your product, period, until you have a good idea - based on what they have shared with you - of what they want. If you know that, and you know why they have not been able to get their desired results yet, and you know what else they have tried in order to potentially get those results before they engaged with you, then you have a good chance at making a sale, if you can help this prospect connect their desired results with what your product can do.
Focusing on a prospect making that connection (linking their desires to your product) can increase your odds of making a sale far more than blindly spouting your product’s general features and benefits.
Bottom line, if you can consistently shift the focus entirely to what the prospect wants and tie that to the capabilities of your product, sky is the limit when it comes to your potential sales achievements.
Please feel free to share any thoughts you might have on this topic.
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Why The Focus When Selling Should Not Be On Features And Benefits
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