Prove Your Worth - Tip 3

Tip 3:  Clarify
Many products offer benefits the customer doesn't need or want. Find out what the customer thinks is important by asking questions about:

• Which benefits are absolutely required?
• Which ones are desired, but not required?
• Which ones would be nice to have?
• Which ones are unimportant?

Focus on benefits that matter to the customer in order to create the perception of value.

Prove Your Worth - Tip 1

In sales, day in and day out you must prove value. The next seven posts will provide you with seven tips to help you get the job done and sell more!

Tip 1:  Talk about benefits!
Products have benefits, features and advantages. Benefits sell. Feature explain how benefits are created. Advantages explain how and why you get the hob done better than the competition.

Constructing Your Value Proposition

To construct your value proposition, a good place to start is by writing out the features, advantages and benefits of your offering.

Feature: A specific characteristic of a product or service. This is what the customer gets when they make a purchase.
Advantage: What your product or service does better than the competition. Advantages describe comparative value.
Benefit: What the customer gets from choosing this product or service. This is the "What's in it for me?"

Once you construct your value proposition, conduct this test:
If your customer heard it would they say, "So What?" OR "TELL ME MORE!"

Why Is Your Company Different?

Customers look at the benefits you offer, and compare you to your competition. They pay higher prices for higher value, and that results from differentiation.

What distinguishes your product/service from the other available alternatives?

Being able to proudly state your difference in a clear manner helps you close deals-if the customer cares about the difference.

To pinpoint differences that matter, fill in the blanks below.
One important benefit we offer our clients is _____________________.
This makes us different from the competition because _____________________.
This difference matters to our customers because _____________________.

A to Z Guide to Selling More: B is for Benefits

Clients buy benefits. They buy "What in it for me?”

They buy

· Make my life easy.

· Increase my profits.

· Save me money.

· Help me get more done in a day.

They buy to achieve aspirations.

· Help me reach my potential.

· Make me thinner, kinder, smarter, sexier.

Benefits sell, so make sure selling conversations focus on them.