172 Your Benefits Probably Aren’t
A major flaw in most sales training is that the emphasis is placed on presenting the “benefits.”
The problem is that benefits are not universal, and only have value when it is perceived by the individual hearing them.
Art shows exactly what to do to ensure that your benefits actually are benefits for your prospects and customers.
Hear The Quote of the Day at [5:40].
Listen by Clicking Here (07:15)
Get Notified of New Episodes, and Other Free Sales and Prospecting Weekly Tips
I agree that the features never become benefits unless your client needs the feature.