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Buying the Benefits

Written by: Colly Graham

Article Overview: The word benefit comes from two French words; bein or bon meaning well or good, and fit from faire or fait meaning to do or to make, so a benefit is what your product or service does that will fit well or do a good job for your prospect, in other words how well will your product/service fit your prospects needs.

Buying the Benefits

Another way to view the benefit of the product is to see how the product solves a problem the customer may have, and the customer will make a gain or avoid a loss.

The need is the perceived value in the prospects eyes so you need to present the benefits of your products that will match the perceived values of your customers, how can you find the perceived value, by asking questions, features support the benefits.

On the sales call we build value on the benefits of the product. On the appointment making call we build benefits on your company.

What benefits are to be gained by doing business with you?

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Article Tags: appointment, benefit, doing business, prospects



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