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| Page 1 of 16 | Previous | Next | IAN BRODIE SEPTEMBER 26, 2011  Are Your Benefits Really Benefits? email print I’m sure you’ve read many articles about the difference between Features and Benefits, and the importance of focusing on Benefits in discussions with your potential clients. Benefits are what your clients get from those features. But here’s the big question: benefits to whom ? Specific clients might not get those benefits. MORE >> | THE SALES HERETIC MARCH 19, 2013  Stop Selling What People Don’t Care About Sales benefits business features marketing presentation sellingI was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally! ve been waiting my whole life for someone to make a toothbrush with Quadpacer Mode! love Quadpacer [.]. MORE >> | RECENT POSTS MAY 20, 2013 | SALES TRAINING CONNECTION
Professional service sales – leveraging the power of the team MAY 20, 2013 | SCORE MORE SALES
Inside Sales Power Tip 114 – Build Trust MAY 20, 2013 | SALES BENCHMARK INDEX
Buy or Build? How Your Customers Decide MAY 20, 2013 | JONATHAN FARRINGTON'S BLOG
What Will Distinguish The Top Sales Professionals of Tomorrow? MAY 18, 2013 | KEITH ROSEN'S PROFITBUILDERS BLOG
Managers Don’t Know What Their People Are Doing MAY 18, 2013 | HEAVYHITTER SALES
The Truth About 50+ Year Old Salespeople | | | | |
| THE SALES HUNTER JULY 12, 2012 Selling Benefits and Not Features: Why is This So Hard to Do? One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. I buy it based on the benefit I’m going to receive from listening to it. If a salesperson (in the days when they had music stores) were to spend their time conveying to me everything about how the recording was made, I would very likely say “no sale” and walk out. What are the benefits you want fulfilled? Copyright 2012, Mark Hunter “The Sales Hunter.” MORE >> | DAVE STEIN'S BLOG MAY 29, 2012  Sales Training: Three Key Benefits for Using an Instructional Designer We all know there are no silver bullets to sales training. But there is a critical component to designing excellent sales training and it’s one that often gets overlooked. We have made the point again and again: “ESR recommends employing an instructional designer on a contract basis for the development of all sales training materials. sales training MORE >> | THE SALES HUNTER OCTOBER 17, 2012 Don’t Roll Over and Play Dead When the Customer Asks for a Discount ” Customers aren’t stupid, but I hate to admit I think in the sales profession there are a lot of stupid salespeople. How can we expect a salesperson to be successful if they don’t even believe in their own sales proposition? Sales is a great profession. Focus your thinking on the outcomes of the customer and the benefits they’re going to achieve rather than on your own product features. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog pricing benefits discount discounting price MORE >> | THE SALES HUNTER JULY 20, 2012 How Crucial are Benefit Statements? We are digging deeper into the 6 secrets of sales prospecting success and now we have arrived at the role of benefit statements. . The answer is in leaving what I refer to as a strong “benefit statement.” The benefit statement is typically a single sentence and it is something the customer would find of value, thus it’s a called a “benefit statement.” If you don’t believe with 100% certainty they will find value in it, then it’s not a benefit statement. Copyright 2012, Mark Hunter “The Sales Hunter.” MORE >> | | | | | | | |
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THE SALES HUNTER | TUESDAY, FEBRUARY 7, 2012 23 Ways to Strengthen Your Relationship with Your Client | Sales.
Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. We all want a tighter relationship with our clients, because developing strong business relationships is what allows everyone to benefit. You will benefit. Your client will benefit. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Sales Motivation: You Never Know Who Could Be Your Client Someday. MORE >> -
SCORE MORE SALES | WEDNESDAY, JULY 20, 2011  15 Ways Entrepreneurs Can Benefit from a Sales Strategy Session.
Sales Tips and Strategies to Grow Revenues. 15 Ways Entrepreneurs Can Benefit From a Sales Strategy Session. Need more sales revenues? We thought we’d share an internal list on how we work 1-on-1 with our coaching clients – this is an idea list of what one can talk about (virtually, by phone, iPad 2 Face Time, or a Skype Video Chat) to a sales strategist to help get unstuck and grow sales. Many entrepreneurs and small business owners have no one to talk sales ideas through with – so they either get paralyzed or make the wrong moves. About. MORE >> -
THE SALES HUNTER | TUESDAY, APRIL 16, 2013  Your Customer Doesn’t Care About What You’re Selling
We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. When we shift the sales process to be customer oriented with them doing the talking, it’s amazing how much more confident the customer becomes, because they are gaining confidence in your ability to understand their needs. Let them guide the discussion and you’ll be far more likely to walk away with a profitable sale. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. 'Why should they? MORE >> -
PARTNERS IN EXCELLENCE | TUESDAY, MARCH 26, 2013 Going Beyond Cost – Benefit Analysis
A critical element of any high impact sales process is “creating business justified solutions.” For too many, sales people provide a price, and maybe a list of features and benefits that might be translated to business value–but we encumber the customer with the job of justifying the solution themselves. So they let sales people off the hook. So it’s up to the sales person–it’s a mandatory part of our jobs to do this for every deal. Change Future Of Buying Results Sales Effectiveness Value Proposition MORE >> -
CUSTOMER CENTRIC SELLING | WEDNESDAY, OCTOBER 24, 2012 Sales Training Article: Feature-Benefit versus Feature-Benefits
MORE >> - Guest Post: BOST Benefits Wins with PipelineDeals JONATHAN FARRINGTON'S BLOG | FRIDAY, OCTOBER 26, 2012
- What to Do When Selling Benefits Doesn’t Work: On Breakthrough Business Strategies Radio THE SALES HERETIC | WEDNESDAY, JUNE 6, 2012
- Still Selling Features & Benefits – or Genuine Value? JONATHAN FARRINGTON'S BLOG | SUNDAY, JULY 8, 2012
- 15 Questions Your Prospect Wants Answered THE SALES HERETIC | WEDNESDAY, MARCH 28, 2012
- The Benefits of Sales Scripts COFFEE FOR CLOSERS | MONDAY, OCTOBER 3, 2011
- How Romney Outsold Obama in Last Week's Debate THE SHAMELESS SALES BLOG | WEDNESDAY, OCTOBER 10, 2012
- Sell the Gristle Not the Steak SALES ADDICTION | THURSDAY, NOVEMBER 3, 2011
- Benefits of Sales Training for Small Business THE SCIENCE AND ART OF SELLING | MONDAY, NOVEMBER 26, 2012
- Benefits of Using an Outside Consultant SELL MORE AND WORK LESS | TUESDAY, APRIL 24, 2012
- Exactly What Are “Hot Buttons” And How Do You Use Them In A Sale? MTD SALES TRAINING | THURSDAY, DECEMBER 27, 2012
- Some Tips for Getting You to “Yes, I’ll Buy” More Easily JONATHAN FARRINGTON'S BLOG | FRIDAY, JUNE 8, 2012
- There is more to sales messaging than features and benefits THE ACCIDENTAL SALESMAN | SATURDAY, FEBRUARY 4, 2012
- Would You Pay for Better Customer Service? - Think customers: The. THE 1TO1 MEDIA BLOG | WEDNESDAY, JANUARY 11, 2012
- Storytelling – another best practice for sales success SALES TRAINING CONNECTION | MONDAY, JUNE 18, 2012
- Only Applicable Knowledge Is Power MTD SALES TRAINING | WEDNESDAY, OCTOBER 31, 2012
- Business Benefits of Using Jigsaw SMART SELLING TOOLS | WEDNESDAY, APRIL 27, 2011
- The Benefit Summary Close TOM HOPKINS | TUESDAY, JULY 13, 2010
- Join me at Top Sales World’s 2011 Sales & Marketing Success Conference + Benefit for the Japanese Relief Fund NO MORE COLD CALLING | FRIDAY, MAY 6, 2011
- Why Sales Managers Hate Performance Management STEVEN ROSEN | TUESDAY, JANUARY 8, 2013
- Bust Your Slump–The Benefits of Digital Media SALES AND MANAGEMENT BLOG | MONDAY, MARCH 7, 2011
- Salespeople are Really R&D People | Sales Motivation and Sales. THE SALES HUNTER | TUESDAY, JANUARY 17, 2012
- Sales excellence begins at the beginning – identifying leads SALES TRAINING CONNECTION | WEDNESDAY, APRIL 17, 2013
- Sales 3.0: The End of The Road for The Autonomous Sales Rep SMART SELLING TOOLS | TUESDAY, AUGUST 21, 2012
- Sales coaching feedback – do it now and keep it simple SALES TRAINING CONNECTION | FRIDAY, JANUARY 25, 2013
- Love Every Lead – 4 Ways Marketing Automation Benefits the Sales Cycle MODERN B2B SALES | TUESDAY, MARCH 13, 2012
- Features and benefit selling – a new look at an old friend SALES TRAINING CONNECTION | MONDAY, DECEMBER 5, 2011
- Training sales managers to coach – the good, the bad, and the ugly SALES TRAINING CONNECTION | WEDNESDAY, MARCH 27, 2013
- 5 Must Have Actions for Affiliates in 2011 | Avangate Blog - Software. SOFTWARE BUSINESS BLOG | FRIDAY, FEBRUARY 4, 2011
- Sales training reinforcement – it’s time to face the truth SALES TRAINING CONNECTION | WEDNESDAY, AUGUST 29, 2012
- Why You Should Purchase Lists – The Benefits Outweigh The Cost! THE SALES INSIDER | THURSDAY, OCTOBER 18, 2012
- Pharma – new challenge, new sales strategy, new sales training SALES TRAINING CONNECTION | FRIDAY, JANUARY 27, 2012
- Compensating our sales folks SHARON DREW MORGEN | THURSDAY, JULY 14, 2011
- Sales Forecasting MUKESH GUPTA | SUNDAY, APRIL 7, 2013
- Bounded Rationality: Balancing Logic And Emotion In The Sale BUYER INSIGHTS | FRIDAY, OCTOBER 5, 2012
- Top Sales Books To Read in 2012 FILL THE FUNNEL | WEDNESDAY, NOVEMBER 30, 2011
- How To Create Urgency In The Sale MTD SALES TRAINING | THURSDAY, NOVEMBER 3, 2011
- Why sales forces are not performing to their potential? STEVEN ROSEN | WEDNESDAY, JANUARY 2, 2013
- Sales Management: Understanding “Setting the Hook” YOUR SALES MANAGEMENT GURU | SUNDAY, MARCH 3, 2013
- When Should You Let A Sales Person Go? MTD SALES TRAINING | FRIDAY, NOVEMBER 25, 2011
- Asking for referrals – 5 sales best practices SALES TRAINING CONNECTION | MONDAY, JUNE 11, 2012
- STAR Sales Managers Win More Sales STEVEN ROSEN | MONDAY, JUNE 11, 2012
- The 2 Biggest Reasons Sales Tools Fail SMART SELLING TOOLS | TUESDAY, JANUARY 15, 2013
- It’s time to academically legitimatize Sales SALES TRAINING CONNECTION | FRIDAY, JULY 27, 2012
- Do you want to make a sale? or an appointment? SHARON DREW MORGEN | FRIDAY, JULY 1, 2011
- 52 Sales Management Tips – the Sales Manager’s Success Guide SMART SELLING TOOLS | TUESDAY, OCTOBER 23, 2012
- Staying Ahead of the Sale DAVE STEIN'S BLOG | FRIDAY, MARCH 16, 2012
- Poor Sales Traction: 15 Questions to Identify the Root Causes SMART SELLING TOOLS | TUESDAY, JUNE 19, 2012
- The Invisible Sales Rep FILL THE FUNNEL | TUESDAY, JANUARY 25, 2011
- 7 sales rules of customer loyalty economics SALES TRAINING CONNECTION | FRIDAY, DECEMBER 14, 2012
- 7 Sales Prospecting Ideas That Work | Sales Motivation and Sales. THE SALES HUNTER | MONDAY, FEBRUARY 27, 2012
- The changing role of a sales executive MUKESH GUPTA | MONDAY, FEBRUARY 18, 2013
- Now THIS is Sales Leadership! DAVE STEIN'S BLOG | MONDAY, JANUARY 3, 2011
- The Two Things the Head of Sales Must Do in Q4 [Hey SVP, VP Sales Don't Screw This Up] A SALES GUY | TUESDAY, OCTOBER 16, 2012
- What Price Really Is | Sales Sells SALES SELLS | WEDNESDAY, JULY 27, 2011
- 4 Sales Closing Techniques When the Call is Stalling Out THE SALES HUNTER | SATURDAY, MARCH 10, 2012
- Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use SMART SELLING TOOLS | TUESDAY, JANUARY 22, 2013
- What Happened When Sales & Marketing Got Married? JONATHAN FARRINGTON'S BLOG | SUNDAY, APRIL 7, 2013
- Sales Tools Don’t Fail – Sales eXchange 186 THE PIPELINE | MONDAY, FEBRUARY 4, 2013
- Sales Leadership – Competitors or Industry Counterparts? INCREASE SALES | MONDAY, MAY 7, 2012
- Sales Leadership Is for the Lion Hearted INCREASE SALES | THURSDAY, APRIL 26, 2012
- Seeking sales advice in a 140 character world SALES TRAINING CONNECTION | MONDAY, JULY 9, 2012
- What Defines a Truly Great Sales Manager? JONATHAN FARRINGTON'S BLOG | MONDAY, MAY 6, 2013
- High Performance Sales Organziations STEVEN ROSEN | MONDAY, MARCH 25, 2013
- Sales Leadership – The Talent of Creativity INCREASE SALES | TUESDAY, MAY 14, 2013
- Sales transformation: sometimes necessary – never easy SALES TRAINING CONNECTION | WEDNESDAY, APRIL 4, 2012
- Coaching Up. The Benefits of Coaching Your Boss and The Cost of Avoidance. Epilogue – Part Seven KEITH ROSEN'S PROFITBUILDERS BLOG | TUESDAY, NOVEMBER 9, 2010
- Top gun sales training SALES TRAINING CONNECTION | FRIDAY, JULY 20, 2012
- Changing sales performance – practice doesn’t make perfect SALES TRAINING CONNECTION | WEDNESDAY, SEPTEMBER 21, 2011
- Effective Sales Coaching Practices – Part 2 STEVEN ROSEN | TUESDAY, JUNE 26, 2012
- Beware of the seduction of jargon – a sales tip SALES TRAINING CONNECTION | FRIDAY, OCTOBER 12, 2012
- What’s Improving – Your Sales OR Orders? THE PIPELINE | WEDNESDAY, FEBRUARY 6, 2013
- Mismatched Sales Skills and Value Creation THE SALES BLOG | TUESDAY, MAY 1, 2012
- Top Sales Performers Is What Is New, Really Old? INCREASE SALES | FRIDAY, JUNE 8, 2012
- It’s Not What You Say, It’s What the Prospect Experiences SMART SELLING TOOLS | TUESDAY, OCTOBER 9, 2012
- Why we shouldn’t demand (or want) marketing to give us sales-ready leads SMART SELLING TOOLS | TUESDAY, MAY 1, 2012
- Testimonials – The Most Powerful Sales Tool? JONATHAN FARRINGTON'S BLOG | MONDAY, FEBRUARY 18, 2013
- The Difference Between a Sales Process and a Methodology THE SALES BLOG | FRIDAY, SEPTEMBER 14, 2012
- Why colleges ought to get serious about sales – the story continues SALES TRAINING CONNECTION | WEDNESDAY, SEPTEMBER 19, 2012
- Lead Generation: How 64% of marketers starve Sales of opportunity B2B LEAD BLOG | SUNDAY, JUNE 24, 2012
- Securing Repeat Sales from Existing Customers with 2/2/2 THE SALES HUNTER | TUESDAY, APRIL 30, 2013
- Six Mobile Apps for Igniting Sales SMART SELLING TOOLS | TUESDAY, FEBRUARY 26, 2013
- An Inside View of Inside Sales DAVE STEIN'S BLOG | TUESDAY, JANUARY 25, 2011
- How B2B Sales Cycles Are Changing MODERN B2B SALES | TUESDAY, SEPTEMBER 13, 2011
- A Value Proposition for Your Sales Call THE SALES BLOG | WEDNESDAY, JUNE 27, 2012
- Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show MTD SALES TRAINING | TUESDAY, NOVEMBER 29, 2011
- Is Your Sales Training Tethered to the Stone Age? INCREASE SALES | WEDNESDAY, OCTOBER 24, 2012
- Impact Questions – Sales eXchange 187 THE PIPELINE | MONDAY, FEBRUARY 11, 2013
- 8 Sales Lessons from Lance Armstrong THE SALES HUNTER | MONDAY, JANUARY 21, 2013
- Confidence as a Sales Tool THE SALES HUNTER | THURSDAY, JUNE 28, 2012
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