The Only 4 Benefits People Buy

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The Only 4 Benefits People Buy

Encourager-In-Chief: April 6th, 2016

There are only 4 benefits people buy.

Do you know what they are?

Whenever I meet a sales manager who tells me how experienced his sales staff is, I ask him if he would ask them to tell him the only four benefits people buy. I then tell him what the only four benefits are to make sure he knows them.

I’ve never had a sales manager come back and tell me that the sales force could name the four benefits. So what are they? Let’s go through them right now.

People will only buy from you if you can provide one or more of these benefits:

  1. Save time.
  2. Save money.
  3. Provide convenience.
  4. Give them peace of mind.

Anything else you can think of will probably fit into one of these four categories. For example, feeling good might go under peace of mind. The same could be said for solving problems.

What makes these four benefits so significant is that you never have to explain to a prospect or customer why they want them. Nobody’s ever going to ask you why they would want to save money. They already know they want these benefits.

Your job is to determine which benefits your prospects and customers will receive by doing business with you. It’s your job to make them aware of the benefits you provide. Don’t expect them to figure it out on their own. You may even have to remind them more than once. The more you talk about benefits to prospects, the more sales you are going to make.

Features tell. Benefits sell.
- Business wisdom

This excerpt is taken from my Sales Academy.

The Only 4 Benefits People Buy

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I encourage you to download my e-book, Sell Them What They Want! (Not What They Need) Using The Only 4 Benefits People Buy.

Sell Them What They Want (Not What They Need)

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Let me hear from you!