by chris | Jun 1, 2013 | Sales Motivation, Sales Process
Sure, we’ve all heard that salespeople need to focus on “benefits,” not “features.” But if you really want to succeed in sales, you better focus instead on your customer’s outcomes. When you do this, you will be able to close...
by chris | Apr 17, 2013 | Sales Leadership
Why should they? Quit talking about what you have and start talking about what they want. We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. This is not to say this type of information is not...
by chris | Oct 17, 2012 | Profit Maximizing Price
Why do customers ask for a discounts or a better deal? It’s simple. The reason they ask is because typically they get it. This blows me away and this is why it’s now time for us to frame this question as something similar to the old question, “What...
by chris | Jul 12, 2012 | Profit Maximizing Price, Sales Process
One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. When I purchase music, I couldn’t care less how the music was made, the types of instruments used or...
by chris | Jul 19, 2011 | Profit Maximizing Price, Sales Motivation
Last week I explained how selling features will kill you every time. This was part 6 of my series 8 Ways to Increase Your Price, which is aimed at helping you boost your sales motivation and maximize your price. (In case you missed the other points as well, you can...