The ultimate newsletter for modern sales professionals — presented by Map My Customers
Everybody loves a good sale with benefits. But which benefits are the best ones to emphasize?
Here’s a fascinating tidbit: did you know that 70% of purchase decisions are made to solve problems, while only 30% are made to gain something? This means that as you pitch your product or service to your prospect, lean into what issues you can eliminate for them.
As an example, if you want your client to upgrade to a more expensive manufacturing process, really dig into any of their outstanding grievances–something like “significantly reduce errors and cut down on manufacturing time.” Of course, benefits like “more customization options” are nice, too, but don’t tend to be the #1 motivator behind buying decision.
Want to learn more? Check out our posts this week on the benefits of selling solutions.
When it comes to features versus benefits, what’s the difference and why does it matter? Which drives more clicks, sales and conversions? Learn when and why to use features or benefits in your marketing copy, landing pages, and online advertising campaigns.
The best salespeople don’t rely on their marketing teams to create leads. They use a few powerful marketing tactics to increase sales all by themselves. Learn how 20 minutes a day could help you create your own lead machine.
Sales can be a challenging profession and it creates enormous pressure to always be “on”. But, to make sure you can sustain healthy production retain your sanity, it’s important to find a balance.
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