Tired of pitches falling flat? Stop selling the ‘what’ and start selling the ‘why’. Watch this video to master turning product features into client wins.
For more strategies like this, check out my sales tip video library on YouTube…
Stop selling what your product is.
Start selling the results that your product or service can bring your customer.
Here’s a simplified version of the language I like to use.
So when you’re in front of the customer, recap what the customer said they wanted to accomplish something like miss customer, you said you were trying to solve the following problem, or you said you were trying to accomplish the following thing.
Is that correct? Get their agreement and then say, this is how our product or our solution will help you accomplish that problem or accomplish that result and then say the result to you is or the benefit to you will be, and the result to you is.
So what you’re doing there is you’re recapping in the customer’s own words the problem or the gain, the pain or the gain that they’re trying to get rid of or accomplish.
Then you’re highlighting the features or what your product does, and you’re supplementing it with the benefit and the result.
Even better if after the result, you can say, for example, at ABC customer or for example, at another manufacturing client or another E-Retailer or another bank like yours, this is what the result was.
If you can back up your results and your benefit with metrics and proof, real numbers, then you cement the value that you’re communicating to the client.
And that’s the way you sell to your customers.
Don’t forget to check out: Are You Being Selfish?!