“Would it be ok if you got an extra paycheck every month?”
This is something more important to your prospect than your product or opportunity.
Features of a product could be you talking about all of the special ingredients that make up the product.
Benefits are what the product does for the prospect. For example, make one feel better, have smoother skin, increased energy, etc.
Many opportunity presentations are done this way. Spending an hour talking about how great the products, company and the business opportunity are.
Don’t sell features. Don’t sell benefits…Solve problems.
Instead, focus your sales presentation on your prospect’s most pressing problem. Then you’ll have your prospect’s attention.
For example, if you talk about the company weekly bonus checks, that’s a feature.
If you talk about the benefits of weekly checks (ie: not waiting until the end of the month, getting paid quicker for making a sale to a customer) – you’re doing better, but it still won’t get your prospect’s attention. Try talking about your prospect’s most important problem.
Try this, you might say: “At the beginning of next month your mortgage payment is due. That could use up most of your paycheck. Wouldn’t it be nice to get a check from our company that would pay the mortgage payment for you? Then you’d have your entire paycheck to do what YOU want.”
See the difference?
Your prospect is constantly thinking about his problems – not your benefits.
The more problems you solve, the more successful you’ll be.
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