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Casual Articles - Increase Your Sales in 5 Minutes
If you are planning to have an exhibit in an upcoming trade show –whether it be a custom trade show exhibit, a custom modular trade show display, or a rental trade show booth –don’t overlook the opportunity of having a multi media show at your trade show booth.Every trade show exhibit has the potential of having some sort of a multi media show inside its trade show booth. It can be as simple as a Power Point presentation on a 17” monitor run from a laptop, to a much mor
Now, you have identified a customer benefit!
Check Out This Example
This is how an insurance agent used the exercise. I asked him, “What distinguishes you from other agents?” He told me, “I find the cheapest and best policy for my customers.” I responded, “So what?”
He said, “Well, unlike other agents, I customize each policy for my customer.” I said, “So what”.
He answered, “As part of my program, I promise to keep my customer
You’ve probably never heard of a funded sponsoring franchise. And the reason why isn't because it is a new concept. Funded sponsoring is used with great success by large corporations every day and has been for quite some time.The reason why you probably haven’t heard of a funded sponsoring franchise is because it works so well that it has been kept a closely guarded secret by those that have used it in the past. The best part is you don’t need to have a large corporat
Customers Buy Benefits
You want more sales? Customers buy for one reason. They buy because your product or service has a benefit they want. Telling your customer your product has a 10 year warranty is a product feature. Telling them that in over 400 roofing jobs last year, there were no leaks, no call backs and no broken tile is selling the benefits your customer wants. Sell customer benefits and you will increase your sales.
Why You Sell Features
Bottom line, selling features is easier. Features are the visible things you see about products and services. Features are the things you see, touch, feel and smell.
Selling features is your self-interest. The products and services are your life-blood. You live with them every day. You know them inside and out. You love talking about them!
Identifying the benefits each customer wants it tough work. Customers are unique. Each buys for his or her own reason. It is easier to talk about common product features rather than uncover unique customer benefits.
Your Five Minute Exercise to More Sales!
The five minute exercise is called “SO WHAT.” When you complete this exercise, you will change your from selling product features to selling customer benefits. Remember, customer benefits are what sell! Here is how it works.
You create a five minute dialogue between a pretend customer and yourself. It’s important to speak this conversation out loud. Start with one of your most popular business features. Explain the feature to your pretend customer. Then listen as the customer says, “so what?” Now answer the customer’s so what question. Then listen as the customer says, “so what?” to your response. Again answer the customer’s so what question. The customer again responds with a “so what” question. Keep doing this dialogue until the customer no longer asks you a “so what?” question.
Now, you have identified a customer benefit!
Check Out This Example
This is how an insurance agent used the exercise. I asked him, “What distinguishes you from other agents?” He told me, “I find the cheapest and best policy for my customers.” I responded, “So what?”
He said, “Well, unlike other agents, I customize each policy for my customer.” I said, “So what”.
He answered, “As part of my program, I promise to keep my customer
Thinking about the outline of a resume that completely molds with your personality? A resum? is supposed to be written to fit a certain position in a certain company. There is no need to give excess information that will render unservicable: if you are applying for a job as an engineer, the fact that you paint in your spare time will be of no help to you. So, keep focused on your goal and put together a resum? that will help you reach it. Begin by determining what kind of resu
Why You Sell Features
Bottom line, selling features is easier. Features are the visible things you see about products and services. Features are the things you see, touch, feel and smell.
Selling features is your self-interest. The products and services are your life-blood. You live with them every day. You know them inside and out. You love talking about them!
Identifying the benefits each customer wants it tough work. Customers are unique. Each buys for his or her own reason. It is easier to talk about common product features rather than uncover unique customer benefits.
Your Five Minute Exercise to More Sales!
The five minute exercise is called “SO WHAT.” When you complete this exercise, you will change your from selling product features to selling customer benefits. Remember, customer benefits are what sell! Here is how it works.
You create a five minute dialogue between a pretend customer and yourself. It’s important to speak this conversation out loud. Start with one of your most popular business features. Explain the feature to your pretend customer. Then listen as the customer says, “so what?” Now answer the customer’s so what question. Then listen as the customer says, “so what?” to your response. Again answer the customer’s so what question. The customer again responds with a “so what” question. Keep doing this dialogue until the customer no longer asks you a “so what?” question.
Now, you have identified a customer benefit!
Check Out This Example
This is how an insurance agent used the exercise. I asked him, “What distinguishes you from other agents?” He told me, “I find the cheapest and best policy for my customers.” I responded, “So what?”
He said, “Well, unlike other agents, I customize each policy for my customer.” I said, “So what”.
He answered, “As part of my program, I promise to keep my customer
For many people, undertaking a job search is either a chore or a nightmare. With the right tools and job search help, however, a job search can be an adventure that lands you your dream job. Here are three tips to put you on the path to fulfilling careers.Design a PlanJust as you wouldn't a house without a set of blueprints, you shouldn't conduct a job search without a plan. Your plan should start with your goal. This isn't the career objective that you state at
Identifying the benefits each customer wants it tough work. Customers are unique. Each buys for his or her own reason. It is easier to talk about common product features rather than uncover unique customer benefits.
Your Five Minute Exercise to More Sales!
The five minute exercise is called “SO WHAT.” When you complete this exercise, you will change your from selling product features to selling customer benefits. Remember, customer benefits are what sell! Here is how it works.
You create a five minute dialogue between a pretend customer and yourself. It’s important to speak this conversation out loud. Start with one of your most popular business features. Explain the feature to your pretend customer. Then listen as the customer says, “so what?” Now answer the customer’s so what question. Then listen as the customer says, “so what?” to your response. Again answer the customer’s so what question. The customer again responds with a “so what” question. Keep doing this dialogue until the customer no longer asks you a “so what?” question.
Now, you have identified a customer benefit!
Check Out This Example
This is how an insurance agent used the exercise. I asked him, “What distinguishes you from other agents?” He told me, “I find the cheapest and best policy for my customers.” I responded, “So what?”
He said, “Well, unlike other agents, I customize each policy for my customer.” I said, “So what”.
He answered, “As part of my program, I promise to keep my customer
There used to be a day that making money over $100,000 was a great income. Yea sure, only 5% of people in North America make that kind of money individually, but I know a few "broke" people making over $100,000 per year (in most cases they do not realize how broke they are) as they are two months from the street without their income. Sound familiar? It is NOT enough if you want to sustain a lifestyle that gets better over time!Feel you can do better in the mon
Now, you have identified a customer benefit!
Check Out This Example
This is how an insurance agent used the exercise. I asked him, “What distinguishes you from other agents?” He told me, “I find the cheapest and best policy for my customers.” I responded, “So what?”
He said, “Well, unlike other agents, I customize each policy for my customer.” I said, “So what”.
He answered, “As part of my program, I promise to keep my customer
My business is profitable, why bother?Yes, but is your business profitable enough? Even when you earn a decent living now, you cannot be quite sure that your business is as profitable as it ought to be.You know your price is right when you can say yes to the following questions:Are you sure that you will be able to retire comfortably?Are you sure that you will be able to make the investments in the coming years, necessary
Now, you have identified a customer benefit!
Check Out This Example
This is how an insurance agent used the exercise. I asked him, “What distinguishes you from other agents?” He told me, “I find the cheapest and best policy for my customers.” I responded, “So what?”
He said, “Well, unlike other agents, I customize each policy for my customer.” I said, “So what”.
He answered, “As part of my program, I promise to keep my customer informed about any policies changes that may benefit them in the future. “ I asked “So what”.
He responded, “The customer has the security of knowing that they have the best program and best costs for their insurance.” I said, “So you are guaranteeing me that I can go to bed at night and not worry that I am paying too much for my insurance?”
“Exactly,” he exclaimed, “That is the security I provide each customer with my insurance program!”
By using the SO WHAT exercise, the agent moved from selling the “cheapest rates” (business feature) to providing the customer the security of knowing he will always have the best rates (customer benefit).
Which agent would you buy from; the one with the cheapest rate or the one that provided you with security about your rate and policy?
Conclusion
Now, you have a simple way to make more money by improving your sales at no additional costs! Use the SO WHAT dialogue with each of your business features and start selling customer benefits. For a special report that shows how the five critical pieces work together in getting more customers for your business, Send an email to al@hanzal.com with subject line, “Special Report.”
Copyright Al Hanzal, 2004. All Rights Reserved
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