An old refrigerator will show you how to INCREASE YOUR PROFITS
An old refrigerator will show you how to INCREASE YOUR PROFITS
A man bought a new refrigerator for his house. To get rid of his old fridge,
he put it in his front yard and hung a sign on it saying: "Free to good
home. You want it, you take it".
For three days the fridge sat there without even one person looking twice
at it. He eventually decided that people were too un-trusting of this deal.
It looked too good to be true, so he changed the sign to read:
"Fridge for sale $50". The next day someone stole it.
It seems there is not a day goes by that some sales persons says to me,
“I don’t know why I lost that sale?”
And it is the easiest question I have ever had to answer.
When you do not make the sale you are not showing the customer that your product / service is worth more to them than their money. You are not showing the customer the value of owning your product / service. The man got rid of the refrigerator when he showed it had value by putting a $50 price on it.
It is easy to show your customers the value of your products / services. All you have to do is show them the benefits.
What is the Difference between a FEATURE and a BENEFIT?
FEATURE: The product / service and the components they are made up of.
BENEFIT: What the customers gets from the feature.
Don’t sell me a telephone, sell me communications.
Don’t sell me insurance, sell me peace of mind and a secure future for my family.
Don’t sell me tickets to the game, sell me entertainment.
Don’t sell me a house, sell me comfort and pride of ownership.
Don’t sell me clothes, sell me style, attractiveness and a sharper image.
Don’t sell me a computer, sell me the time it saves me.
Fill in the blanks
Don’t sell me _______________ (your product / service) sell me __________________(the benefit the customer receives)
An exercise well worth the time:
A. List all the features of the product or service you sell
B. Under each feature list at least two benefits the customer receives from
the feature.
INCREASE YOUR SALES IMMEDATELY
When you are selling to your customer talk to them about the benefits. Never talk about the features unless you talk about the benefits too.
Increase your offer to increase your sales: In the Houston Astrodome 5000 salespeople were lined up against the West wall. Directly across the Dome on the East wall were lined up 5000 customers. Then every ten seconds, they walked toward each other until they were half the previous distance apart. A mathematician, a physicist, and a sales growth expert were asked, "When will the salespeople and the customers meet?"
The mathematician said:
"Never. When you decrease the distance by half there will always be space between them.”
The psychologist said:
"In an infinite amount of time."
The sales growth expert said: When the offer includes enough benefits!!
Increase the benefits to increase the response to your offer
An old refrigerator will show you how to INCREASE YOUR PROFITS - To learn more about this author, visit Bob Janet's Website.
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How to increase the response to your offer
A man bought a new refrigerator for his house. To get rid of his old fridge,
he put it in his front yard and hung a sign on it saying: "Free to good
home. You want it, you take it".
For three days the fridge sat there without even one person looking twice
at it. He eventually decided that people were too un-trusting of this deal.
It looked too good to be true, so he changed the sign to read:
"Fridge for sale $50". The next day someone stole it.
It seems there is not a day goes by that some sales persons says to me,
“I don’t know why I lost that sale?”
And it is the easiest question I have ever had to answer.
When you do not make the sale you are not showing the customer that your product / service is worth more to them than their money. You are not showing the customer the value of owning your product / service. The man got rid of the refrigerator when he showed it had value by putting a $50 price on it.
It is easy to show your customers the value of your products / services. All you have to do is show them the benefits.
What is the Difference between a FEATURE and a BENEFIT?
FEATURE: The product / service and the components they are made up of.
BENEFIT: What the customers gets from the feature.
Don’t sell me a telephone, sell me communications.
Don’t sell me insurance, sell me peace of mind and a secure future for my family.
Don’t sell me tickets to the game, sell me entertainment.
Don’t sell me a house, sell me comfort and pride of ownership.
Don’t sell me clothes, sell me style, attractiveness and a sharper image.
Don’t sell me a computer, sell me the time it saves me.
Fill in the blanks
Don’t sell me _______________ (your product / service) sell me __________________(the benefit the customer receives)
An exercise well worth the time:
A. List all the features of the product or service you sell
B. Under each feature list at least two benefits the customer receives from
the feature.
INCREASE YOUR SALES IMMEDATELY
When you are selling to your customer talk to them about the benefits. Never talk about the features unless you talk about the benefits too.
Increase your offer to increase your sales: In the Houston Astrodome 5000 salespeople were lined up against the West wall. Directly across the Dome on the East wall were lined up 5000 customers. Then every ten seconds, they walked toward each other until they were half the previous distance apart. A mathematician, a physicist, and a sales growth expert were asked, "When will the salespeople and the customers meet?"
The mathematician said:
"Never. When you decrease the distance by half there will always be space between them.”
The psychologist said:
"In an infinite amount of time."
The sales growth expert said: When the offer includes enough benefits!!
Increase the benefits to increase the response to your offer
An old refrigerator will show you how to INCREASE YOUR PROFITS - To learn more about this author, visit Bob Janet's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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