Clarify Your Sales Message

Subscribe to Dave's Blog!

Get Dave's weekly blog post delivered to your email inbox.

Clarify Your Sales Message

Encourager-In-Chief: July 14th, 2021

Make it easier for your prospects to buy from you.

Did you ever try to make a sale to a prospect who you were certain would benefit from having what you sell, only to miss out on the sale because the person was not convinced enough to buy? I’m sure it’s happened to all of us.

One of the most rampant problems I see with salespeople is that they forget that what they know about the product or service is not what the prospect knows. It is our job as salespeople to communicate effectively and clearly so that our prospects understand why our products and services will benefit them.

If you want to increase the odds that your prospects will buy from you, make sure that you communicate in their language. As I’ve said before, there are only four benefits people buy. They will buy from you if you save them time. They’ll buy from you if you save them money. They’ll buy from you if you provide convenience. And they’ll buy from you if you give them peace of mind.

See the source image

Please don’t assume that they will automatically deduce these benefits without you mentioning them. You’re going to have to state them by name and you’ll probably have to repeat them frequently.

You could say something like, “For your own peace of mind, you should know that this stove comes with a 100% satisfaction guarantee.” You could say something like, “For your convenience, I’ll have it delivered to your home absolutely free.” You could say something like, “In order to save you time, I’ll process your order based on the information we have on file for you so that you won’t have to fill out any paperwork. I’ll just have you sign off on my copy and you’ll be all set.” You could say something like, “In order to save you money, I can sell you this model right now and take 15% off. You won’t have to wait for it and, as you can see, it’s in excellent condition.”

Prospects and customers understand benefits. What we have to understand as salespeople is that it is our job to tell our prospects and customers about the benefits of our products and services by clarifying our message.

Let me hear from you.

Clarity is power. The more clear you are about what you want the more likely you are to achieve it.
- Billy Cox

This excerpt is taken from my seminar Mastering the Only Four Benefits People Buy. I encourage you to register for the Mastering the Only Four Benefits People Buy seminar on Thursday, July 22, 2021 from 9 AM to 12 noon at the Comfort Suites in Manheim, PA.

Mastering The Only 4 Benefits That People Buy

VIEW SEMINAR

Let me hear from you!