Sell on benefits, not features

Most customers hate to be sold. They just hate it when a “computer” salesmen tell them about the 2 gig of RAM, the 4000mhz of CPU power has, the 16X DVD burner, the 21inch flat screen. They don’t care about all that. Tell them that the computer has enough RAM that they don’t have to wait for programs to load and they can have more than enough programs open at the same time to get their job done. Tell them their CPU is powerful enough to run any graphics program or game they could ever need. Tell them they can burn a DVD in 8 minutes. Tell them they will have less eye strain and can work longer with a large flat screen. These are benefits. This is what the consumer is looking for.  You will come across like you care more of their needs than just blabbing about some fancy specs. You can use this with any product or service. Try it and you will see the difference. We’ll talk later about how to use your product’s benefits and mold it to their needs with the skill of “questions and listening”.

The Master has spoken!