Sell Benefits, Not Features, Right? Wrong.

<p><b>Episode Summary</b></p><p>In this episode, Robert talks about what you should be talking about with clients instead of the traditional features and benefits-based sale.</p><p><b> Highlights</b></p><ul><li> At some point almost everyone that works at a company is called upon to explain what the company does. <br/><br/></li><li>Poor salespeople will focus on features.<br/><br/></li><li>Good salespeople focus on the benefits to the prospect. How the features actually help the prospect.<br/><br/></li><li>Many people will try to convert your benefits back to your competitors and turn it into a battle of price and features.<br/><br/></li><li>Great salespeople focus on the result of what the prospect wants. <br/><br/></li><li>Most prospects are looking for one major priority and that will be a result.<br/><br/></li><li>If a prospect starts asking about features or pricing too early then you probably haven’t done a good job on focusing on the result that the prospect will get.</li></ul>