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Making Sales using Features vs. Benefits Skill, Risk Reduction Technique and Action

Written by: Paul Roesch

Article Overview: Buyer's are looking for safety and not necessarily a cheaper price. Play to that, work on your sales education and techniques and be aggressive. You will meet with sales success!

Making Sales using Features vs. Benefits Skill, Risk Reduction Technique and Action

Make sales by improving sales skills, techniques and putting an emphasis on action. The indulgent economy is a past memory and we are now in one of survival. As a result, doors of sales opportunity are wide open for those that will sharpen their skills, work on their sales techniques and take aggressive action.

I am experiencing buyers that are more interested in “safety” than in price. Buyer emphasis is on how can I reduce my risk and make more things more predictable. Now is the time to visit customers and prospects and apply the “risk reduction” technique. Find out where they have pain, ask the tough questions, everyone is in this together. If they have pain all over then start at the beginning. Make quick decisions about their business health, allocate your time wisely and move on.

There will be survivors and casualties. From the ashes will rise new opportunities. Get connected.

But first, get back to basics and apply the “feature vs. benefits” test to your business. Become good at answering “why should someone do business with me”. What and how much value does my product or service cause and why does it do that. This is an essential skill to be able to articulate succinctly and show how your product or service will be able to help the prospect reduce risk management concerns.

Many buyers are dazed and confused. Be educated, become the expert in your field and help the buyers with their business.

Take action and overcome any call reluctance. Now is the perfect time to prospect for new targets, call on the old targets, they’ll listen now. Start at the top and remember that the higher you start the higher you will end up. Focus and listen to what the market tells you it wants.

Be armed with confidence. Be prepared to provide more service, ask better questions, listen, listen and take action.

Finally look inwardly and assess how you can leverage your personal strengths in new and different ways.

It is in times like this that the biggest gains can be made in your business sales and income.


Copyright© 2008 Paul M. Roesch

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Article Tags: reduction technique, risk reduction, sales education, sales success



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