|
|
Like this article? PLEASE +1 it! |
|
Selling Benefits
Written by: Jim MeisenheimerArticle Overview: Selling benefits is something most salespeople neglect. Learn why in this article.
![]() |
Free Download - Sales Flubs By Jim Meisenheimer |
Selling Benefits
Selling benefits is something most salespeople fail to do.
In a recent article I wrote about the Ultimate Sales Tip. In that article, I mentioned I found some inspiration from a copywriting course I was re-reading.
I'm guessing most entrepreneurs and professional salespeople have little or no interest in improving their copywriting skills.
And that's too bad because copywriting is merely salesmanship in print. A lot of what you see in print can be used when you're selling face-to-face.
Trust me on this one because I do it all the time and so can you if you're receptive to the idea.
As I plow through this workbook they have a chapter on selling benefits.
Everybody and his brother realizes that people buy benefits not features.
Every entrepreneur or a professional sales person knows this - however most of you only talk about features.
There are reasons why you do this. The features are the basic facts about your products and services.
Of course what's the first thing you learn about a new product - yup, the basic facts.
Features are all plain Jane facts. Things like size, dimensions, color, horsepower, lumens, mpg, cast iron, 16 oz. etc.
Benefits are an acquired taste. They require imagination. They demand some thinking time.
Benefits have to be crafted carefully so they link emotionally to specific features.
The copywriting course offers several examples of straightforward features and statements that sizzle with benefits.
Selling benefits isn't easy and doesn't come naturally to most salespeople.
Try this on for size and see how well you do.
Here are four features of a #2 pencil.
1. The pencil has one end capped With a rubber eraser.
2. The eraser is attached with a metal band.
3. The pencil is 7 1/2 inches long.
4. The pencils are sold by the dozen.
There you have it - four factual statements about a #2 pencil.
So take a minute and write a benefit that sizzles for each of these features.
Not easy huh!
Next week I'll give you examples of well-written benefit statements for these features.
Please don't underestimate the relative importance of selling benefits.
It's the hooks and loops of professional selling. It's like Velcro - it's made to stick.
The feature is always about the product, whereas the benefit is always about how the customer gains from using your product.
In my book, 47 Ways To Sell Smarter, I have a chapter devoted to this subject, titled "Two Words That Make Your Benefits Sizzle."
Chances are if you're not using these words you're probably not selling benefits. You're leaving a lot of money on the table.
You'll start selling more as soon as you start offering more benefits.
Article Tags: brother, cast iron, copywriting course, copywriting skills, entrepreneur, horsepower, imagination, inspiration, pencil, pencils, plain jane, professional sales person, professional salespeople, recent article, rubber eraser, sales tip, salesmanship, size dimensions, thinking time, ultimate sales
|
About the Author: Jim Meisenheimer RSS for Jim's articles - Visit Jim's website
Jim Meisenheimer publishes the Start Selling More Newsletter. The focus is on common sense sales tips and selling strategies based on practical ideas that get you immediate results. You can get more information and sign-up for my FREE Newsletter at http://www.startsellingmore.com Discover the 12 Best Sales Questions To Ask Customers. When you ask these sales questions, you won't be selling you'll be solving your customer's problems. You'll close more sales when you ask these 12 clever sales questions. And your sales will take-off! Go here now: http://meisenheimer.com/products/salesquestions.htm Click here to visit Jim's website How To Standout With Your Customers From Good To Even Better Brilliant Negotiating For Entrepreneurs Sales and Marketing Mistakes Kentucky What Is It Chicken |
Related Forum Posts
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Smart & Simple Internet Techniques
2011 Global Brand Trends Letter
Ten Twitter Tips For Work-at-Home Moms
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.



