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
- Ask yourself "What difference could this benefit make for this customer?"
- Show WHY the solution benefits what's most important to them
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