‘5 Types of Benefits Your Prospects Want to Experience’ – Small Business Trends
Jeff Charles says, “If you want to learn how to sell more persuasively, you need to understand what your prospects want. You can’t convince anyone to do anything if you don’t know what drives them. You have to figure out what their desires are.
Selling is a skill that anyone can learn with enough practice and application of the right principles. The most fundamental principle of all, however, is learning to communicate the benefits of your product to your prospects. People like to think that they operate on a logical level and that they are 100 percent objective in their decisions, but the fact of the matter is that people communicate through words (logic) that are laced with many layers of emotion. This means that you need to make them feel as well as think.
People feel the benefits of your product more than they think about them, so it’s important for you to get a handle on the kinds of positive emotions that your prospects are craving when they come to you to solve their problem. There are several different categories of benefits that your product or service may provide”.
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