Episode Summary

In this episode, Robert talks about what you should be talking about with clients instead of the traditional features and benefits-based sale.

Highlights

• At some point almost everyone that works at a company is called upon to explain what the company does.
• Poor salespeople will focus on features.
• Good salespeople focus on the benefits to the prospect. How the features actually help the prospect.
• Many people will try to convert your benefits back to your competitors and turn it into a battle of price and features.
• Great salespeople focus on the result of what the prospect wants.
• Most prospects are looking for one major priority and that will be a result.
• If a prospect starts asking about features or pricing too early then you probably haven’t done a good job on focusing on the result that the prospect will get.