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Hub You - Common Business Myth- You Must Sell Features And Benefits Immediately
I have hired and managed many hundreds of salespeople. In most cases, we spent a great deal of time and money recruiting them. Those few who called me directly almost always got an interview, even if we had to send them a plane ticket. The reason is simple: Sales managers want salespeople who are smart enough to apply their prospecting and selling skills to finding a job.
Here’s how you do that:
Ask “exploratory/bridging” questions focusing on their "problems":
Examples:
1. “Are you satisfied with your old TV set,is it giving you screen discolouration problems?”
2. “How do you feel about the noisy fan at the corner of
When more than half of Americans were identified as overweight, people took notice. Major news outlets began educating on how to stay out, or get out, of that statistic. I wish the same attention had been paid when the Conference Board released their statistics saying half of Americans are satisfied with their job.Of course, that means, half are dissatisfied. Disli
By the time you finished, they said NO and you left the sales call feeling low and down.
There is a place for offering features and benefits in a presentation but it is NOT in the beginning.That will cause objections.
Before you can offer solutions (benefits) you must know what your customer/prospect’s motivations are.
Who Cares About Your Product? Customers Want Solutions.
Usually your customers will remain proud. They don't appreciate the glories of your product's reputation, the sheer practicality of its design or the cleverness of its title.On the contrary, they're focused on their personal needs and motivation.
Maybe it's a jacket that needs mending. Or a Hi-Fi system gone haywire.They want a solution to their problem, not a product.
They want something to keep themselves warm and they want to enjoy interrupted music. So you've got to present your product as the satisfaction to the need.These motivations are usually “problems” that the prospect will not talk about without asking them some well thought out questions.
Here’s how you do that:
Ask “exploratory/bridging” questions focusing on their "problems":
Examples:
1. “Are you satisfied with your old TV set,is it giving you screen discolouration problems?”
2. “How do you feel about the noisy fan at the corner of
This month hundreds of thousands of careerists--from those carrying freshly minted diplomas through veterans in the workplace--start new jobs.Survival, to say nothing of success, is far from guaranteed.One-fourth of those in their first career jobs don't survive the first year, according to a study by The Employment Foundation. Nearly half are out the do
Before you can offer solutions (benefits) you must know what your customer/prospect’s motivations are.
Who Cares About Your Product? Customers Want Solutions.
Usually your customers will remain proud. They don't appreciate the glories of your product's reputation, the sheer practicality of its design or the cleverness of its title.On the contrary, they're focused on their personal needs and motivation.
Maybe it's a jacket that needs mending. Or a Hi-Fi system gone haywire.They want a solution to their problem, not a product.
They want something to keep themselves warm and they want to enjoy interrupted music. So you've got to present your product as the satisfaction to the need.These motivations are usually “problems” that the prospect will not talk about without asking them some well thought out questions.
Here’s how you do that:
Ask “exploratory/bridging” questions focusing on their "problems":
Examples:
1. “Are you satisfied with your old TV set,is it giving you screen discolouration problems?”
2. “How do you feel about the noisy fan at the corner of
Nurses today have the best possible career! Today, with the health care system and population as they are, nurses can find employment any where they want. Today, more than ever, health care workers are in high demand every place on earth! As the need for quality healthcare has grown, a new profession has been created and it's called Travel Nursing.Today's Nurses fi
Maybe it's a jacket that needs mending. Or a Hi-Fi system gone haywire.They want a solution to their problem, not a product.
They want something to keep themselves warm and they want to enjoy interrupted music. So you've got to present your product as the satisfaction to the need.These motivations are usually “problems” that the prospect will not talk about without asking them some well thought out questions.
Here’s how you do that:
Ask “exploratory/bridging” questions focusing on their "problems":
Examples:
1. “Are you satisfied with your old TV set,is it giving you screen discolouration problems?”
2. “How do you feel about the noisy fan at the corner of
"People" is not just the name of a magazine, it is the subject of virtually every story published today. How people use a certain product. Why they behave the way they do. And what activity they're engaged in that is charming, disarming, or alarming. It's all about the people.Most business publications tell us about people we can never identify with, even though we
They want something to keep themselves warm and they want to enjoy interrupted music. So you've got to present your product as the satisfaction to the need.These motivations are usually “problems” that the prospect will not talk about without asking them some well thought out questions.
Here’s how you do that:
Ask “exploratory/bridging” questions focusing on their "problems":
Examples:
1. “Are you satisfied with your old TV set,is it giving you screen discolouration problems?”
2. “How do you feel about the noisy fan at the corner of
Every business owner and manager has encountered it at least once in his or her career, probably more like several times a year. An employee requests time off to volunteer in the community. The company may even have a policy allowing, if not encouraging such a practice.Meanwhile, the project end looms. The reporting deadlines approach. The quarter is ending. The cu
Here’s how you do that:
Ask “exploratory/bridging” questions focusing on their "problems":
Examples:
1. “Are you satisfied with your old TV set,is it giving you screen discolouration problems?”
2. “How do you feel about the noisy fan at the corner of your room?”
3. “Do you ever worry about payment,delivery?”
Study your product or service with this in mind, and then train your entire organisation to appreciate the differences in perception.
For example,a car engineer will boast of how many much horsepower the engine outputs or how fancy the car looks, but family types will only focus on self-serving factors like bigger leg space, less fuel consumption,larger boot for groceries.Whenever you list a product's benefits, you're answering an age-old question: "What's in it for me?"
Not All Customers Are Equal
All too often,business owners have trouble understanding that the same product has different appeals, depending on the type of customer.
Some ad companies often get instructions when creating a brochure to make it speak to two audiences, such as to both men and women, when promoting a unique credit card.(there's the men's credit card and the ladies' credit card)
Though both men and women are looking for the same final result, their perspectives are unique. You must appeal to them differently, using different language.
Once you master this distinction, you are halfway to becoming a marketing guru.
In closing,get your c
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