| Sales professionals know it's better to emphasize the intangible benefits of what they sell rather than the tangible features.
Tangible features don't sell. Intangible benefits do.
Imagine a sign across the forehead of your prospects that asks, "What will it do for me?" Describing the features alone won't answer that question. Each time you name a feature, you must also paint vivid-word pictures to help your prospect visualize the benefits each feature provides. Example:
Feature: Our home security system allows you to communicate with visitors at your front door even when you're not home.
Benefit: You'll have peace-of-mind knowing that your home is secure, regardless if you're there or traveling.
Sell to the sign with intangible benefits (examples shown in the graphic above.)
Good luck and good selling. |
