Your ability to properly introduce a matching benefit at the right time increases your potential customer’s appreciation of it and helps progress the sale. Ensure you have questioned your customer enough on the specific problem the matching benefit resolves before you present it as a solution. ⠀
⠀
Volunteering information too early is a natural trait of the average sales person. The excitement of identifying a benefit they know matches what their customer is looking for makes them want to tell their customer as soon as possible. Never make the mistake of volunteering information too early.⠀
⠀
*NOTE: Matching benefits are not necessarily unique benefits or differentiators but the benefits of your product that match what your customers are looking for. Of course, there will be times when a specific matching benefit will also offer differentiation and in such cases the impact to your customer will be even greater. Establish matching benefits by reviewing the information you gathered during your initial questioning and work out which features— and, in turn, which benefits—will be of value to your customer.⠀
⠀
#sales #salesman #Salesforce #salestraining #salesfunnel #salestips #salesteam #SalesLife #salescoach #salesperson #salesmanager #salesk2 #salesrep #salesalesale #salespeople #salesjobs #thesalespro #saleswoman #salesmen #salespromotiongirl #salesfunnels #salesagent #salesdevelopment #salespro #salesleads #salesmeeting #saleshits #saleshonda #salescounter #appliedexcellence
#sales #salesman #Salesforce #salestraining #salesfunnel #salestips #salesteam #SalesLife #salescoach #salesperson #salesmanager #salesk2 #salesrep #salesalesale #salespeople #salesjobs #thesalespro #saleswoman #salesmen #salespromotiongirl #salesfunnels #salesagent #salesdevelopment #salespro #salesleads #salesmeeting #saleshits #saleshonda #salescounter #appliedexcellence
|
