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Customer benefits are the key to success

Written by: Paul Butler

Article Overview: Stop selling the features and start selling the benefits. It shocking just how many people feature dump.

Customer benefits are the key to success

How many times have you wondered why you did not get the person to buy your idea or product, too many I bet and yes I know the feeling, it causes great pain and a severe lack of funds.
It always comes down to planning and preparation, before you even talk to your customer think through all the related benefits of your product and services. Think about different business sectors and industry types and what features of your products/services would help the businesses you visit to achieve success. Before you discuss your products/services with your customer understand their key drivers, both, business and personal and then relate the benefits to their key drivers, it's important that you get them interested and in the mood to buy. Remember people like to buy not to be sold to, it's that simple, if only, but it's great way of helping you to become successful in your sales role. As always, if you are not to sure of the benefits speak to your team members or Marketing people and find out ASAP.
Have fun and do not forget to smile when your selling. regards, PJ

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  Buying the Benefits
  Why People Buy
  Get Matching
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  How to Turn Your No-Sales into Cash by Turning Your "Features" into "Benefits."

Article Tags: business sectors, marketing, team members



Related Forum Posts
Re: Two Useful Books To Help You Focus On The CLIENT - Hi David, To add to your thread, I'd like to recommend Jonathan Tisch's "Chocolates On The Pillow Aren't Enough: Reinventing The Customer Experience". Tisch's book includes content on "Welcoming Customers", "The New Art of Customization", "The Challenges of Customer Diversity" and "Offering Something Extra to Your Customers" to name a few.
Make Yourself Attractive - I've found that its much easier to find joint venture partners when you make yourself an attractive JV partner. What benefits are there for the people that you want to partner with? This list of benefits should grow and become stronger over time. Shri
Re: Best incentive to offer employees - [quote="Evan":31y2csyt]What's the best incentive to offer employees? Is it more health benefits? More vacation? Health club memberships? Paying for training? Cash / non-cash bonuses & rewards? I'm preparing a new package for my company and would love to get your thoughts! Thank you in advance![/quote:31y2csyt] A tough part of this is that different people have different needs. I used to work at a local hospital and we had great benefits, but there were a number of things I just never used. Is it possible to offer several different options? I'm thinking kind of like a cafeteria style insurance plan where you pick the benefits that you need. The initial planning would be a pain, but that way the employees would each be able to chose the benefits that fill their personal and/or family needs. You could also make a list of the sort of things you are thinking about and send out a survey to get thoughts from your people. See what they need and would respond to. Shri
Equipment leasing - Equipment leasing has many benefits, such as tax benefits, conserving money and always having up to date equipment to stay competative to name a few. Obviously, it's partially dependent upon what type of business you have as to whether you will benefit more than someone else but... Do you think it's worth leasing your equipment rather than purchasing it? Can you think of any other reasons you can benefit from it or any reasons this is not a good idea?
Re: Paypal process $315 million in payments per day. - I agree with you David, their Customer relations suck. This mean other payment systems like 2CO and WORLDPAY should work on their customers relations to take more slice of the market.


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