Use benefit-oriented language

Salespeople, especially newer ones, tend to focus on their firm’s products, people, and other features. I know, because I spoke that way in my early days of sales with a newspaper group. Prospects, meantime, roll their eyes and wonder, “What about me?” Remember to focus on your prospect’s needs and concerns. Talk in terms of benefits … Read more

Emphasize benefits when discussing your product

What is the difference between you and I? Quite possibly, the difference between a customer and a non-customer. Salespeople, especially newer ones, waste precious moments engaged in endless drivel about their firm’s products, people, and anything else that comes to mind. Prospects, meantime, roll their eyes and wonder, “What about me?” Emphasize the benefits your … Read more