VIDEO: Make sure you are selling benefits

I witnessed a well meaning sales trainer give ok advice.  Not the worst advice, but not the best either.  This advice could cost them a client.  Because, she didn’t understand what she was truly selling.

A person buys personal value.   People are tuned into WIIFM “What’s In It For Me?”

This is about selling benefits, and features.

Build your presentation and closing questions around the clients desire and wants.

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