"Sell" the Benefits Your Work Provides – Not the Products & Services

Most people buy on emotion: They want something that will make them feel good or take a problem, issue or pain away.

People (& businesses) buy products & services because they want the BENEFITS or RESULTS those products & services provide. Newlyweds don’t get excited because they “got a mortgage.” They get excited because a mortgage will allow them buy their first home.

Be able to quickly and clearly identify at least 2-3 benefits or results each product or service you offer provides a customer.

For a bank, mobile banking = 24/7 access; bank anywhere, anytime.
For a mechanic = smooth ride, every time
For a leadership team coach = cooperative, coordinated leadership

These are benefits the customers realize. They’re more enticing than the actual product or services.

For a bank, mobile banking = an app
For a mechanic = new shocks and struts
For a leadership coach = executive team coaching

If you’re looking to minimize push back and increase your close rates, clarify what benefits you provide and what the customers are really saying ‘Yes’ to.

Liz supports clients with strategic and succession planning, as well as leadership training and executive coaching.

Liz Weber CMC CSP

Liz Weber coaches, consults, and trains leadership teams. She specializes in strategic and succession planning, and leadership development.

Liz is one of fewer than 100 people in the U.S. to hold both the Certified Management Consultant (CMC) and Certified Speaking Professional (CSP) designations.

Contact Liz’s office at +1.717.597.8890 for more info on how Liz can help you, or click here to have Liz’s office contact you.

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