The Everything Guide to Being A Sales Rep by Ruth Klein

Author:Ruth Klein [Klein, Ruth]
Language: eng
Format: epub
ISBN: 9781440538223
Publisher: Adams Media
Published: 2006-07-15T00:00:00+00:00

People Buy Benefits, Not Features

When your prospects think about purchasing your products or services, they wonder how it will help them. Again, it comes down to the customer’s perceived benefit, as she wonders, “What’s in it for me?” The more you listen to what your prospect wants and needs, the more successful you will be in your selling career. The interesting thing is that most prospects and customers will tell you exactly what they need and want. However, many salespeople are primarily focused on their selling spiel and are not really listening. Listen carefully not only to what your prospects say but also the way they say it—what do they really feel they need and want? There are many common benefits buyers look for. They want a product that:

Saves money

Enhances sexuality

Makes them look younger

Improves their health

Makes them look fitter

Helps them lose weight

Saves time

Gives them a good experience

Involves responsible marketing

Has values consistent with theirs

Makes them look smarter

Increases self-esteem

Increase their credibility

Increases their popularity

Makes them feel more powerful

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