This morning, while sitting at my desk, my thoughts returned to a time when I trained a handful of sales people on how to sell with benefits not features.
Yeah I know.
Pretty basic stuff, right?
But you might be surprised to learn just how many sales people confuse features with benefits.
Or how many start out selling benefits (because they have limited product knowledge) but as their product knowledge grows they start selling features.
Anyway, after training this motley crew on the difference …
... and after showing how to infuse more benefits in their selling …
a funny thing happened.
Their sales increased.
One guy more than doubled his sales immediately.
And for the next 3 months he said nothing to me other than: "Man, I can't believe how much easier it is to sell now that you taught me about selling with benefits."
Just goes to show, a small change can have a BIG and IMMEDIATE positive effect on your sales and profits.
Kind of reminds me of what happened to me when I discovered the difference between primary and secondary benefits.
Selling became WAY easier.
Call reluctance disappeared.
And I started to enjoy selling even more.
Do you or your sales team need bit of a boost to get sales back on target?
Are you falling short on sales goals?
If so, my benefits verse features .... or .... primary and secondary benefit training could help.
I'm holding special training sessions on this for free right now as part of a marketing test.
Contact me for more info if interested.
To qualify you simply need to have lower than desired sales.
If that's you, contact me on my contact page now.