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Prospects Do NOT Care About Your Features and Benefits

The Center for Sales Strategy

Brace yourself because I'm about to tell you why your meticulously crafted pitches about features and benefits are falling on deaf ears. It is time to shift gears and move beyond the traditional features and benefits spiel. Here is a truth bomb that might just revolutionize your sales strategy. Yes, you heard that right.

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Sales prospecting made easier

Sales 2.0

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?

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Prospecting Fundamentals To Practice During Summer

The Pipeline

While we should always be developing our skills, here are three prospecting fundamentals to practice during summer. Prospecting Fundamentals. Summer is a great time to update or develop a prospecting process, different from your sales process. But for the Calculator to add benefit, you need to know your numbers.

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Tell Your Prospect How You Failed

The Sales Heretic

They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. Stories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is. There’s just one problem with them. Everyone’s stories are the same.

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The Impact of Direct Dials on Sales Productivity

While dialing away at targeted prospects, it’s important for them to remember that not all sales outreach is created equal. Take the following stats into consideration: It takes 5 minutes to connect with a prospect via direct dials, but takes 22 minutes using company switchboard numbers.

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5 Patterns To Interrupt In Prospecting Outreach

The Pipeline

Here are 5 patterns to interrupt in prospecting outreach, phone, email, whatever. Until the prospect explicitly agrees to engage, it is too soon to sell. Help Your Prospect – Interrupt Patterns. One way to get an interrupted prospect, looking for the exits, to share info is to get them to think.

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Reframe the Benefits

Selling Energy

How do you reframe efficiency so that the savings or benefits of a given project help your prospect satisfy some other goal or desire? If your prospect is family-oriented, it’s likely that they value leisure time and want to maximize the hours that they have away from work – hours that can be spent enjoying time with their family.

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Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales teams are trying to prospect, connect, and manage an effective sales cycle, yet many companies are falling short of hitting their sales numbers. Sales engagement takes a broad view, leveraging process, tools, training, and a host of other capabilities to ensure that your efforts align with each prospect along their buyer journey.