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An old refrigerator will show you how to INCREASE YOUR PROFITS
Written by: Bob JanetArticle Overview: 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.
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An old refrigerator will show you how to INCREASE YOUR PROFITS
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
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Article Tags: attractiveness, benefit, clothes, exercise, feature don, feature list, fridge, front yard, game, insurance, money, peace of mind, pride, refrigerator, sharper image
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About the Author: Bob Janet RSS for Bob's articles - Visit Bob's website  Click here to visit Bob's website   Going from a Clerk to a SALES PROFESSIONAL The Giants want to Eat You Do you need a 99 Chicken Sandwich They dont put as much in the sandwich But I keep going back How to bring the telephone price shopper to your business |
Related Forum Posts
Extreme Small Biz Makeover!
- Sounds like there is a reality show in the making here - Extreme Small Business Makeover!
I would watch a show like that and I believe it has a lot of Advertiser pull to be slotted within the show.
Forum: What would an episode look like in your mind?
Forums Blog?
- Interesting idea Don. In my weekly newsletter I show the most recent forum posts and on the side of every page on the website (not the forums) I also show the most recent entries.
How often would you see the blog being updated?
Any other ideas out there on a blog or ways to show the most popular topics?
Dragon's Den
- I'd be interested in hearing people's reaction to the CBC TV show "Dragon's Den."
Personally, I feel the show is very corny(probably why its on the CBC), however it illustrates perfectly the importance of having a well defined elevator pitch with a killer pain statement and glorious value proposition. Those entrepreneaur wanabes who get the most interest(and ultimately a crap load of money) are those who impress the Dragons with a great EP.
This being said, another trend I can see is that those who truly...TRULY...have a passion for what they do and can properly communicate this to the Dragons are also favoured. Furthermore, those who also show the Dragons that they have done alittle research (like knowing their names and the companies they founded) also have a better chance.
These are all valuable lessons that can be learned if you strip back the cheesy veneer of the show.
I'd be interested in hearing all of your thoughts and what you have learned from the show.
New Apprentice - will it be a bust?
- Being a fan of the Apprentice I admit that the quality has decreased since the first season but I was sad to see that they canceled the show.
I was excited to hear that the show would be making a comeback but it seems to be less and less focused on business tasks and more about bringing in celebrity guests.
In the newspaper yesterday I read about them courting Britney Spears, Paris Hilton, and Lindsey Lohan to the show. Whether it is true or not I would prefer that the show focuses back in on quality business tasks. I would much rather see a new season that was similar to season 1 than one filled with celebrities who have questionable business experience.
What do you think?
Re: What would you do with $500,000 or less?
- there's a show on TV that talks to this point about saving time by getting other businesses to do the work for you. Anyone watch that show (Canada)? It may be on SLICE TV or Lifestyle.
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