Tuesday, May 7, 2013

Brett Siler's Benefits Based Selling

What Is Benefits Based Selling And Why Is It Necessary?
Communicating how your product or service will improve your customer's business or life. Always results in higher closing percentage. 

Common Mistakes 

  • Assuming the benefit is obvious and doesn't need to be spelled out for the prospect 
  • Selling the WHAT or HOW (facts), not the WHY (benefits)
Two Keys To Success
  1. Ask yourself "What difference could this benefit make for this customer?" 
  2. Show WHY the solution benefits what's most important to them

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