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5 reasons to move beyond selling benefits and features


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Are you a salesperson still selling benefits, and talking about features, with your prospective clients? Leads don't want that! Here are five reasons why.

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5 reasons to move beyond selling benefits and features

  1. 1. 5 Reasons to Move Beyond Selling Benefits and Features Kurt Sima The Center for Sales Strategy
  2. 2. 1. Leads already know about your features and benefits. If they don’t, they’re not your target. Your time is too valuable to waste on clueless clients.
  3. 3. 2. Leads have more problems than they know how to solve. They need to know how you can help them, not why they should buy your product.
  4. 4. 3. Leads are too busy to listen to your pitch. Don’t drone on about your topic. Listen, and offer solutions.
  5. 5. 4. Leads don’t care about you. They care about themselves, and their problems, not you and your product.
  6. 6. 5. Solutions are more marketable. Reframe your sales pitch and sell solutions instead of products. You’ll sell more that way.
  7. 7. Teach people how your product will help solve their problem. It’s a simple sales shift that will seriously impact your sales.