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Discover A Sales Tip from Nick Moreno

Salespeople are always looking for that magical sales tip that will have them selling more. Well, I’ve outline my best sales tip below but believe me, it is no substitute for sales training. A sales tip will only take you so far. Sales training will take you over the top.

My Special Sales Tip – Sell Benefits!

No one wants to buy a bar of soap for the sake of having a bar of soap. Instead, they want the benefits of having a bar of soap, clean skin. You’ve never seen a soap commercial that only displayed a bar of soap. Soap commercials always feature someone washing their face or singing in the shower. This sales tip is about selling benefits and not the product.

Using This Sales Tip

This sales tip is about connecting the dots for your prospect. Let’s say you are telling a prospect about one of your products features. Never assume your prospect understands how that feature translates into benefits. The salesperson must connect the dots for the prospect.

There are two words that will help you implement this sales tip, “So What”. Every time you tell your prospect about a feature say, “So What” to yourself. By doing so, your next sentence will be about benefits. Besides, every time you present a feature, what do you think your prospects are saying to themselves? That’s right, they are saying, “So What”.  Prospects don’t care about features. Prospects base purchasing decisions on benefits.

As I said, this is an important sales tip but it’s no substitute for solid sales training focused on the sales process. Sales training is the only ticket a long and successful sales career. A sales tip here and there may help, but success will always go to the sales reps that are serious about sales training.

I hope you’ll remember this sales tip the next time your present a feature to a prospect.

To your sales success!

Nick Moreno, Sales Trainer

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