Do you know what the top 10 benefits are that you offer your customers?
Can you state them off the top of your head?
Are they benefits you’ve come up with or are they the benefits your customers have told you?
What are the top 10 benefits of your customer’s customers?
When I work with salespeople, I love asking these questions. Most salespeople have a hard time answering these questions and in particular the last two questions. I can’t emphasize enough the importance of knowing the answers to the last two questions, and you’re only going to know the answers by asking your customers and your customer’s customers. My rule is simple: It’s not a benefit until the customer tells you it’s a benefit.
A lot of “experts” look down on “benefit selling” but, as Mark implies, that’s what people buy.
If you don’t know why someone should buy your product/service, the prospect sure as hell won’t be able to figure it out either.
Our prospects are looking at us and asking the silent question, “Why should I buy from you?” and if you can’t answer that question, you’re dead in the water.