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Why Features & Benefits Don’t Work in Today’s World

How many times have you heard that you shouldn’t just present features of your product, but you should also reiterate how those features benefit the prospect? It has been the staple diet of most salespeople over decades of selling, and is used in most sales interactions. However, what if the benefit isn’t? That is, what if one of the benefits…

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How To Justify The Value Of What You Are Offering To The Prospect

I met with a prospect not long ago and we spoke at length about his concerns and how he needed his salespeople to move away from the status quo and start bringing in more sales. Without that happening, he may have to make redundancies. After discussing what we could do to assist him, he asked a question that is subliminally…

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Solving Prospects’ Problems The Easy Way

The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the prospect’s problems or situations. Before you make your sales presentation, the tricky part of this situation is ensuring that the problem that the prospect is attempting to solve…

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