When provide solutions, we do not sell products. People do not buy products and they buy products of the products \u2013 known as benefits. By selling the benefits of the products through figures and pictures, the salesperson wins and help others to win.<\/span><\/p>\n

In sales, we ask ourselves two questions. The first question: What do we sell?, the second question: what do your prospects buy? The third question to ask ourself, do these two lists match? If yes, we are miles ahead of many of our competitors. By doing these simple test, it will reveal a great deal about us.<\/span><\/p>\n

When we truly believe what we have to offer is for the benefit of our prospects, we will take a certain number of calculated risks to persuade our prospects to take action in their own best interests. We will do it politely, pleasantly and professionally but we WILL do it. When we want our prospects to take action, we will talk about the benefit and lead with need. <\/span><\/p>\n

One of the oldest educational principles known to the human race \u2013 repetition. Listen to the right messages on an ongoing and repetitive basis. Repetition is the mother of learning and the father of action, which makes it the architect of accomplishment. <\/span><\/p>\n

In order to \u201clead with need\u201d, we must have an understanding of the basic definitions of three key words. (1) Feature is part of the product or service \u2013 or what the product of service IS. (2) Function is the act that particular part of the product or service performs \u2013 or what that particular part of the product or service DOES. (3) Benefit is the advantage in using the feature and the function \u2013 or what the feature and function DO FOR THE PROSPECT\/CLIENT.<\/span><\/p>\n

\n

Our challenge as a salesperson is to clearly understand and articulate the features, function or benefits of our product or services, or else, we will be losing the sales to those who can. We can use the following questions to become a true professional in sales:<\/span><\/p>\n

\n

\n
1. \n

   What are the three most important parts\/aspects of our \tproduct or service? (What is our product or service?)<\/span><\/p>\n<\/li>\n

2. \n

   What act does that part\/aspect perform? (What does your \tproduct or service do?)<\/span><\/p>\n<\/li>\n

3. \n

   What is the most efficient statement for us to use with \tour product or service that states loudly and clearly, \u201cLook out, \there comes the benefit to you!\u201d?<\/span><\/p>\n<\/li>\n

4. \n

   What are the primary reasons that others would want to \tpurchase our product or service? (What does our product or service \tdo for the prospect?)<\/span><\/p>\n<\/li>\n<\/ol>\n

   \n

   \n

   (Adapted from \u201cThe Ultimate Handbook for the Complete Sales Professional – Ziglar on Selling\u201d, Chapter 9 – Selling Solutions to People’s Problem – Lead with Need, by Zig Ziglar)<\/p>\n","protected":false},"excerpt":{"rendered":"

   When provide solutions, we do not sell products. People do not buy products and they buy products of the products \u2013 known as benefits. By selling the benefits of the products through figures and pictures, the salesperson wins and help others to win. In sales, we ask ourselves two questions. The first question: What do […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false}}},"categories":[19,24,14,9],"tags":[],"jetpack_publicize_connections":[],"yoast_head":"\n