April 1, 2014
I often hear sales reps pitch their solutions by focusing on the features of their product or service without adequately explaining the benefits that the prospect stands to gain by implementing their solution. When they do go into some form of benefits exploration, they often stop short of the “real” benefits, and only express the superficial benefits. These reps don’t take the time to tie those benefits into the potential improvements the prospect might see for their business and personal life. It's these potential improvements that when explored correctly will "WOW" your prospect and help them make a positive buying decision regarding you and your solution.