One common mistake that many people make when first getting started in sales is to talk about the features of our opportunity instead of the benefits. To help you avoid this mistake, let’s break down these sales terms.
A feature is simply stating the facts of the opportunity. For example, you might say, “YTB has been in business since 2001.”
A benefit on the other hand is essentially the payoff, or benefit, your prospect might be able to experience with our opportunity. For example, you could turn the above feature statement into a benefit statement as follows. “YTB’s extensive experience in this industry means they know how to help you be successful. Isn’t it about time you were with a company that truly knows how to help you win?”
Take a few minutes to analyze what you’ve been pitching to potential prospects. Are you providing the facts of our opportunity, or selling the benefits? Next time you are speaking to a prospect, make sure you paint a visual picture of how they can make a real change in their life with a phenomenal opportunity like YTB.
Let us know how you sell the benefit vs. providing a feature of our opportunity in the comments!
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