Become A Dream Weaver For Selling Success

By Bigg Success
02-22-08

Career Builders

People buy for two reasons – to stop the pain or to get the gain.

So paint a clear picture in your prospect’s mind of how wonderful things will be after they buy what you’re offering.

No matter what you’re selling, become a dream weaver!

In order to do that, you have to clearly understand the benefits of what you’re selling.

And that’s not as easy as it sounds!

Most of the time, we spend too much time talking about features and too little time discussing benefits. Or we stop before we get to the real benefit.

Fortunately, there’s a simple question that helps you get to the real benefit of what you offer.

And that means?

We’ll illustrate this with a service that you probably don’t find that exciting to think about – insulation contracting. Let’s see if you’re more excited after this discussion!

Nathan Newbie is a salesperson for a local insulation contractor. He does alright, usually finishing just above the middle of the pack. But he wants to be a top-performer. He just doesn’t know how to get to that level.

So he asks Samantha Sage for help. She started out in sales, just like Nathan. She became the top salesperson in her company. She was so successful that the owner sold her the company when he retired. Now she’s retired and living the good life!

Samantha prods Nathan, “Give me your sales pitch.”

“I would say,” Nathan starts off somewhat reserved, “as much as 70% of your energy costs come from heating and cooling your home.”

She inquires, “And that means?”

“Inadequate insulation is a leading cost of energy waste in many homes.”

“And that means?”

“You may be spending too much on your utility bill.”

“And that means?” Nathan responds excitedly, thinking he’s on to it now, “You could save money by adequately insulating your home.”

“And that means?”

“You would have more money to do what you want.”

“And that means?”

“If you insulate you home, you’ll pay for their next vacation!”

“You got it,” Samantha exclaims!