Be Clear about what you’re Selling!
Posted by Beth on July 20, 2009 under Peaceful Selling, Sales Tips & Techniques, The Mental Game - Mind Sets for Achievement | 
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Are you selling the Benefits or the Delivery System?
As I was working on my Peaceful Selling Newsletter today, I realized that many people are confused about what needs to be emphasized in the sales process. Sometimes we talk about the wrong things!
Consumers buy to get the end result they want – and for the most part they don’t care HOW it’s delivered. Yet many sales people spend inordinate amounts of time on the delivery system.
If, heaven forbid, you are diagnosed with one of the big dread diseases currently on the planet that limits your life span, and your doctor says, ‘I can cure you!’ – You’re not going to ask details. You’ll simply sign up immediately.
You are after the end result, and it really doesn’t matter much how he does it.
Now, your sales opportunities are completely different, yet there are similarities. Your Clients want what they want, and that matters more than how you deliver it.
They really don’t care if it takes 3 treatments or 4; if the sessions last 30 minutes or 45; if you wear a pink smock or a green one. Yet often, in enthusiasm or perhaps lack of awareness of buying signs, sales people rattle on and on and on about things that are not important.
Be sure and keep your focus on what is important to your Customer – Sell the benefits, not the Means.
Not sure how to tell what’s important? Call me to schedule a sales strategy session. Or send me a comment or question – I’d love to hear from you!
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