Do you craft benefits around buying motives?

When you're presenting the features of your service or product do you craft the benefits around the customer's buying motives or do you present the features only and let the customer fill in the benefits?

i dont see how you could be much of a salesman if you didnt do that so yes, i do that

Quote:

Originally Posted by BobSales

i dont see how you could be much of a salesman if you didnt do that so yes, i do that

I asked that because I thought that was a big thing with High Probability Selling, presenting just the features and not the benefits.

My B2B background has me firmly entrenched in the benefits camp.

Given that the SR cannot know in advance which features are appealing, to lead with a features-dump would be hit-or-miss. Rather than take that chance, why not feel out the prospect for what appeals, how to prioritize these, and drive home the related benefits?

Besides, when you get deeply into 'needs' vs 'wants', you're portraying an interest in your customer.

Good luck & Good selling!
Pat

Customers buy products & services because of benefits, not because of features. But there are a boatload of salespeople out there who - regrettably - only focus on features, but they most certainly could boost their sales performance if they'd get on the benefits trackinstead of the features-only track.

Isn't the short of this, high probability offers, that when you offer the wrong benefit you could be barking up the wrong tree but when you offer a feature the prospect chooses the perceived benefit?

It's not a "benefit" if it doesn't appeal to this particular prospect. The implication is that the benefit comes from probing for needs and, then, aligning those needs with the offering at-hand.

When a "features dump" is attempted, the rookie SR is spraying everything out there for his suspect to (hopefully) cling onto something.

When a skilled SR probes for needs and qualifies appropriately, there are no such things as "wrong benefits".

Good luck and Good selling!
Pat

Quote:

Originally Posted by OUTSource Sales

It's not a "benefit" if it doesn't appeal to this particular prospect. The implication is that the benefit comes from probing for needs and, then, aligning those needs with the offering at-hand.

Spot on, Pat!

Quote:

Originally Posted by realtor

I asked that because I thought that was a big thing with High Probability Selling, presenting just the features and not the benefits.

If I'm not mistaken composing an offer around features is high probability prospecting for telephone prospecting not presentations. Big difference.

Quote:

Originally Posted by Houston

If I'm not mistaken composing an offer around features is high probability prospecting for telephone prospecting not presentations. Big difference.

I looked it up and it is my mistake not yours. Thank you Houston.

	#1
realtor	Do you craft benefits around buying motives? When you're presenting the features of your service or product do you craft the benefits around the customer's buying motives or do you present the features only and let the customer fill in the benefits?

	#2
BobSales	i dont see how you could be much of a salesman if you didnt do that so yes, i do that

	#4
OUTSource Sales "Top Sales Expert"	Benefits not Features My B2B background has me firmly entrenched in the benefits camp. Given that the SR cannot know in advance which features are appealing, to lead with a features-dump would be hit-or-miss. Rather than take that chance, why not feel out the prospect for what appeals, how to prioritize these, and drive home the related benefits? Besides, when you get deeply into 'needs' vs 'wants', you're portraying an interest in your customer. Good luck & Good selling! Pat

	#5
Skip Anderson "Top Sales Expert"	Customers buy products & services because of benefits, not because of features. But there are a boatload of salespeople out there who - regrettably - only focus on features, but they most certainly could boost their sales performance if they'd get on the benefits trackinstead of the features-only track. __________________ Skip Anderson Selling To Consumers \| Sales Training to Sell More™ Free sales training newsletter. Subscribe!

	#7
OUTSource Sales "Top Sales Expert"	Don't Assume It's not a "benefit" if it doesn't appeal to this particular prospect. The implication is that the benefit comes from probing for needs and, then, aligning those needs with the offering at-hand. When a "features dump" is attempted, the rookie SR is spraying everything out there for his suspect to (hopefully) cling onto something. When a skilled SR probes for needs and qualifies appropriately, there are no such things as "wrong benefits". Good luck and Good selling! Pat

Do you craft benefits around buying motives?

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