All of us have issues or problems that need to be fixed in our lives. Maybe your dining room table is too small for the growing family or your business just can’t seem to make their quarterly goals. Whatever it is - no matter how small or big the problem - we need help. We need someone to guide us and let us know what we should buy to solve that problem. We need someone to tell us why we should buy a particular product or service. In essence, we are selling a benefit - something that is going to make our lives easier and happier.
When I worked in the Nordstrom kids’ shoe department, we were constantly trained on the products and brands that we sold. We had to know what the features are of each shoe and how the shoe could benefit the customer. Sure, the shoe could look good, but if it didn’t make the kid run fast there was no sale! At the same time we had to sell ourselves as good and knowledgeable salespeople so people would return to buy from us. In this aspect, great customer service was the benefit of doing business with us!
What are the benefits of doing business with you? Are you struggling to sell a product or service and not focusing on selling the benefit?
Skip Lineberg over at Marketing Genius offers a great example of selling a benefit…
Comment Preview