TRUTH #6 – Salespeople continue to sell features, but not benefits!
Hang in
there Sales Leaders, it’s downhill from here!
This is the big difference between transitioning from a seller
perspective to a buyer perspective in Next Generation Selling. Benefits are not old fashion, passé or a sign
of the past. Benefits still create the
perception of value in the mind of the customer. Without benefits, all the customer thinks
about is price and the battle begins. I
was on a call with a rep who handed the customer a benefits sheet as a handout
and went through the presentation methodically, talking benefits and advantages
and ended up with the features of his products specific to the customer. By the time the rep finished with the
product, the customer had his hands out saying, “Give it to me!” Leaders, think about it. When was the last time you had a “benefits
clinic” on your products and services?
It’s never too late for a refresher!
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