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Sales . . . With Benefits

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Everybody loves a good sale with benefits. But which benefits are the best ones to emphasize? Here's
 

Outside Sales Round Up

April 16 · Issue #72 · View online
The ultimate newsletter for outside sales professionals.

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.

Let’s do it,
Matt

Here's What We're Reading This Week...
Forget Your Product: Start Selling 'Solutions' Instead
Features vs. Benefits: What’s the Difference & Why It Matters
All Salespeople Must Learn These 4 Marketing Tactics to Increase Sales in 2019
The Latest From the MMC Team
Change Your Sales Approach: From Features to Solutions
What Is Metadata On Your Business’ Website & Why Should You Optimize It For Search Engines?
Creating a Work-Life Balance and Why It Is Essential for Sales Reps
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