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Increase Your Sales by Knowing the Answer to this Question

You’re probably familiar with the old saying, “Sell the sizzle, not the steak.”

And a related one, “Features tell, benefits sell.”

Features, of course, are the characteristics of whatever it is you’re trying to sell. Benefits answer your customer’s biggest question, “What’s in it for me?”

If you want to make more money, it’s important to clearly understand the difference between features and benefits.

When you’re selling anything – your product or service, yourself for a job, a loan, or even to get a date this weekend – focus on emotions, not intellect.

Because people buy emotionally, and then justify rationally. 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. To do that, you have to clearly understand the benefits of what you’re selling. And that’s not as easy as it sounds! We usually make two mistakes:

Mistake #1: Spending too much time on features and too little on benefits.
We know our product inside and out. The problem is we often don’t fully understand the difference between a feature and a benefit. We often think of features as benefits. But they’re not. We need to translate those features into benefits – how they help the customer.

Mistake #2 – Stopping before the real benefit.
Fortunately, there’s a simple question that helps you get to the real benefit of your offering. That question is …

“And that means?”

On the show, George and Mary-Lynn illustrated this by pretending to work for an insulation contractor. George played the part of the sales person and Mary-Lynn was his manager.

Isn’t that an exciting service to sell? See if you’re more excited after the discussion!

Mary-Lynn: Alright, let me hear your pitch.

George: Inadequate insulation is a leading cost of energy waste in many homes.

Mary-Lynn: And that means?

George: Your furnace and air conditioner will run more.

Mary-Lynn: And that means?

George: You may be spending too much on your utility bill.

Mary-Lynn: And that means?   

George: You could save money by adequately insulating your home!

Mary-Lynn: And that means?

George: You would have more money to do what you want!

Mary-Lynn: And that means?

George: If you insulate your home, you’ll pay for their next vacation!

Mary-Lynn: Bingo! Now that’s the real benefit!

Are you more excited about insulation now? Most people are! Even a product that seemingly has little sex appeal can be quite appealing!

So keep asking “and that means” until you get to the real benefit. The benefit for you is your sales will grow …

… and that means you’ll live the bigg life!

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Our bigg quote today comes from Dale Carnegie, who said:

“There is only one way … to get anybody to do anything.
And that is by making the other person want to do it.”

And that means – find the one thing that they really want that you can offer, and then show them how to get it.

Next time, we ask, “Are you smart enough to say it simply?” Until then, here’s to your bigg success!

 

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I Lost My Job Because of Organizational Downsizing! Now What?

Bigg Challenge:
We received an e-mail from Christina who was one of a number of people let go in a corporate downsizing. She’s feeling a mix of emotions right now. She gave 100 percent to her employer and was identified in the community by her job. She’s having a hard time and wondered if we might be able to offer some tips to get through this. 

Bigg Advice:
We’re so sorry to hear about your situation, Christina. It’s natural to feel a roller-coaster of emotions immediately after a dismissal. So how do you deal with it?

Find a way to mentally escape for a bit.
One way to do this is to turn to music. On the show, Mary-Lynn shared some favorites:

  • Ramble On (Led Zeppelin)
  • Freefallin’ (Tom Petty)
  • Cool Change (The Little River Band)
  • Don’t Give Up (Peter Gabriel)
  • Roll With the Changes (REO Speedwagon)

It’s a grieving process
You’re going through a grieving process, Christina. Sounds strange, doesn’t it? But that’s what it is – you’re grieving the “death” of your job.

In her book, On Death and Dying, Elizabeth Kubler-Ross identified the five stages of grief: 

  • denial
  • anger
  • bargaining
  • depression
  • acceptance

We’re sure you can relate to some, or all, of these. It’s only natural. Allow yourself to be human and give yourself permission to ride this emotional roller-coaster.

You may go through the stages sequentially, but it’s more likely that you’ll jump around. Let yourself go through it. Grieving is a process. You won’t be over this loss overnight so don’t set unrealistic expectations for yourself.

Talk to people who care about you. And seek professional help if you think it will help.

Moving on
The good news is … you can replace your job! It may not be easy. It may not come quickly. But you can do it!

So when you’re ready, start planning to move on. Picture yourself in your new job. Maybe you envision a career change. Or a business of your own. Develop a plan to get what you want.

Perhaps you’ll need some more education. You may need to get some experience first. Your plan can factor in all of these things.

You may still be grieving, but you’ll likely reach the acceptance stage faster if you focus on your future, instead of the past. Then do something about it. Try to do something every day that moves you toward your new life.

Sometimes what seemed like a bad thing turns out to be a blessing. Many people have found their passion when they were forced to do so. Maybe you’ll be the next one!

Our thoughts are with you, Christina. E-mail us anytime to let us know how you’re doing.

If you have a suggestion for Christina, leave a Comment!

Our bigg quote today comes from Kenji Miyazawa:

“We must embrace pain and burn it as fuel for our journey.”

And as Journey would say … Don’t Stop Believin’

Next time, we’ll talk give out 100 tips to succeed bigg. Until then, here’s to your bigg success!

 

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Coping With Life Change

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(Image by Jeff Kubina, CC 2.0)

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Dealing With The Loss Of A Job

By Bigg Success Staff
01-24-08

Life Changes

roller_coaster_track

One of the most stressful events anyone can endure is the loss of a job. It can create a crisis of confidence, since we often link our self-worth to our performance at work.

It’s natural to feel a roller-coaster of emotions immediately after a dismissal. So how do you deal with it?

Understand what you’re going through
You’re grieving. Sounds strange, doesn’t it? But that’s what it is. You are grieving the “death” of your job.

In her book, On Death and Dying, Elizabeth Kubler-Ross identified the five stages of grief: 

  • denial
  • anger
  • bargaining
  • depression
  • acceptance

Can you relate to any of these states? Of course you can. It’s only natural.

Allow yourself to be human
Give yourself permission to ride this emotional roller-coaster. You may go through the stages sequentially, but it’s more likely that you’ll jump around.

Let yourself go through it. Grieving is a process. You won’t be over this loss overnight. Don’t set unrealistic expectations for yourself.

Talk to people who care about you. Seek professional help if it will help. Allow yourself to be human, if only this once.

Plan to move on
Here’s some good news – you can replace your job! It may not be easy. It may not come quickly. But you can do it!

Plan to move on. Picture yourself in your new job. Maybe you envision a career change. Or a business of your own. Develop a plan to get what you want.

Perhaps you’ll need some more education. You may need to get some experience first. Your plan can factor in all of these things.

You may still be grieving, but you’ll likely reach the acceptance stage faster if you focus on your future, instead of the past. Then do something about it. Try to do something every day that moves you toward your new life.

Losing a job is tough to accept. You have to go through the grieving process. Don’t rush it, but push yourself every day to get on with your life.
Many people have found their passion when they were forced to do so. Maybe you’ll be the next one!

Find out when we post new articles. Subscribe to the Bigg Success Weekly.

Hear today's lesson and laugh on The Bigg Success Show. 

Related Posts: 

131 Don't Worry! Be Happy…And Healthy]

90 The Greatest Miracle In The World ]

Coping With Life

(Image by Stephen Glauser, CC 2.0)

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Getting The Credit You Deserve

We’re not talking about credit cards here! We’ll discuss a somewhat common problem – what to do when you’re doing most of the work, but getting very little credit.      

Vicki e-mailed us with a bigg challenge – she recently worked on a major project at work. It was a bigg success – okay, she didn’t say that, but we couldn’t resist! Management is thrilled. Her problem – her supervisor is taking all the credit. Vicki wants to know what to do to get the recognition she deserves.

Here’s what we recommend to Vicki:
Put it in perspective
Don’t forget the old saying: It’s amazing how much gets accomplished when no one cares who gets the credit. The fact is you know that you worked on this project and that it was very successful. Enjoy it! You helped your company … you contributed.

Ask yourself if you’re inflating your role? Sometimes we give ourselves more credit than we deserve, especially on successful projects. Make sure that’s not the case. However, from reading Vicki’s e-mail, it doesn’t appear that’s the situation here.

We live in a highly competitive world. You’re a hard worker. You’ve been a part of a successful campaign. Strive to get the credit you deserve. That helps your standing in your company. It 129 makes your job more secure.]

If you don’t promote yourself, no one else will.
We’re not talking about walking around telling everyone how great you are. Don’t undermine your boss. Just understand that you need to make sure you’re recognized for your contributions.

Document, document, document.
As you’re working on projects in the future, keep written notes as things progress. Give credit where credit is due for ideas, participation, and implementation. Follow up – after meetings, face-to-face conversations, and phone calls – with a written record of “your understanding” of the conversation. Get agreement on the facts from your supervisor and/or co-workers.

For the project you just completed, consider writing out your role in the project. Ask your supervisor to review it. Tell him that you recorded the details while they were fresh in your mind. You’re going to put it in your file for your next review.

Don’t just write down what you did – include what you learned. Your company provides you with opportunities for growth. Pat your company on the back for that!

One more thought on documentation – don’t forget to add this project to your resume!

Address the situation at the proper time in the proper way.
The proper time is AFTER you have documentation on your role in a project. Then, if your manager fails to give you the credit you deserve, you’re ready to address it in the proper way.

That means having a conversation, not a confrontation. You won’t accomplish anything by attacking him. Report on the situation with as little emotion as you can possibly muster. Keep this two-point outline in mind –

(1) This is what happened      (2) Here’s how it makes me feel.

You may start with a discussion of the project, what you’re most proud of, and what you learned for next time. Then, you might say something like:

“In our meeting yesterday, when this project was discussed, I don’t feel I was given the credit I deserve. It makes me feel unappreciated.”

You’re not putting your boss on the defensive by saying that. You’re simply, and properly, trying to resolve an issue.

Good luck, Vicki! Thanks for sharing your bigg challenge with us.

What’s your biggest challenge right now? E-mail it to us at bigginfo@biggsuccess.com

Do you have a suggestion for Vicki? Share it with us in the Comments below.

Our Bigg Quote today is more of a riddle …

Why is Christmas just like a day at the office? 
Because you do all the work and the fat guy with the suit gets all the credit!

You may be an elf now, but if you remember to elf-promote, you’ll be elf-satisfied!

Come back tomorrow to find out if your knowledge is a blessing or a curse. Until then, here’s to your bigg success!

Related Links:

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Don’t Worry! Be Happy …. And Healthy!

By Bigg Success Staff
01-09-08

Work-Life Balance

000071_happy_door_jpg

Are you happy? It turns out that your answer to that question may determine, in some part, how healthy you are.

A recent study, published in American Journal of Epidemiology, shows that there appears to be a link between positive emotions and body chemistry. The study was conducted by Dr. Andrew Steptoe, a professor of psychology at University College in London, along with researchers Katie O'Donnell, Ellena Badrick, Meena Kumari and Michael Marmot.

Specifically, the study showed that people who reported being upbeat had lower levels of the stress hormone cortisol. This hormone may contribute to high blood pressure, abdominal obesity, and reduced immune functions when it’s persistently elevated.

Women who are happy may experience lower levels of C-reactive protein and interlukin 6, according to the study. These two proteins indicate inflammation, which is believed to contribute to heart disease and cancer.

So, if you want to be healthy, be happy!

Happiness is related to enjoyment, contentment, willingness, and gratefulness.

Enjoyment
Spend more time doing things you enjoy. Spend less time on things you don’t. You’ll smile more, which is very infectious! No pun intended! Ah, who are we kidding? Of course, the pun was intended!

Contentment
You can be happy without being content, but you can’t be content without being happy. Contentment is an inner feeling, related to peace of mind. Peace of mind comes from knowing you did your very best to reach your full potential.
 

In case you missed it, in our inaugural blog, we said that
our favorite 6 definition of success] comes from John Wooden,
who says you’ve succeeded when you have peace of mind.

So do everything you can to become all that you can be. You’ll be happy … and healthier!

Willingness
Be willing to lend a hand. To be a friend. To help someone who can never pay you back. To give back. Develop a willingness to help others in need. Strive to make it part of your essence.

Research shows that 31 people who give are happier … and healthier!] Be willing to help someone today. You’ll be thankful you did, which leads us to …

Gratefulness
Just like a willingness to give has its health benefits, so does an 30 attitude of gratitude]. We all have so many things for which to be thankful. So many things that we take for granted. From family and friends. To talents. To blessings. The list could go on and on …

So spend some time today reflecting and being thankful. You’ll find it makes you happier … can you feel that smile coming?

Because it’s hard to think about happiness without thinking about a smiling face, isn’t it? Doesn’t that make you smile? Happiness flows outward and affects others. So tell us …

What makes you happy? Share it with us … you’ll be happy you did. Can you see our big smile?

Hear today's lesson and laugh on The Bigg Success Show. 

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6 Define Success For Your Peace Of Mind]

30 Putting The Thanks In Thanksgiving]

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(Image of happy door by oskay, CC 2.0)