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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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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Bob Janet
(Visit Bob's Website)
ooks and CD’s at www.Bob
Janet.comBob Janet uses 40 plus years
of face-to-face selling and marketing
experiences as owner / operator of
wholesale, retail, manufacturing and
service businesses, combined with his
unique content loaded, fun-entertaining
audience involved keynotes and seminars to
help owners, sales professionals and sales
support staff increase sales and profits
by gaining and retaining their most
profitable customers.
When everyone else tells you what to do to
increase your sales and profits...Bob
Janet shows you how!!
See all Bob's sales growth programs and
top selling sales / marketing
books and CD's www.BobJanet.com<
/a>
Bob Janet
Bob@BobJane
t.com
800-286-1203
www.BobJanet.com<
/a>
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