Products and services are consistent in that they have features and benefits which all good sales people know is what you use to sell to clients, either existing or new. We know the characteristics of our product and services in detail, however part of the sales consulting process is the challenge of knowing when in the selling process is it most appropriate to use either features or benefits. Do you know your clients well enough to appreciate whether it might be a heavy loading of features that will get the sales over the line or are they more about the intangible benefits. The key to success is your ability to know your clients in the same level of detail as you know your products/services so you can determine the right selling approach.
And of course, you are as equally familiar with your competitors products as you are with your own, so being able to leverage your advantages will be easy, won’t it?
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