The no-brainer rule for sales reps is to talk benefits, not features.
It always applies, except when it doesn’t.
“Mr. Prospect. Our software contains an artificial intelligence algorithm.”
Fact Check: Is this really AI or just humans in a back office?
“Ms. Prospect. Our call centre is onshore.”
Fact Check: Is this really onshore 24/365, or is it offshored evenings and weekends?
Fake benefit selling reminds me of the ex door-to-door sales rep for Bell Canada.
The guy who felt guilty because he misled customers on price to products, because he was under pressure to meet quotas and earn commission. A sacrificial lamb of the sales profession.
Fake Benefits = Gotcha moments
Gotcha moments = Buyer’s Remorse
Buyer’s Remorse = Customer Churn
Fake benefits are like clickbait. And nobody likes that.
Share this post on LinkedIn
P.S: Whenever you’re ready, here are 2 ways I can help boost your sales very quickly…
1. Be a guest on the “Stoic Sales Minds” Podcast
This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to promote yourself as the expert in your industry. To be a guest on the the show connect with me on LinkedIn.
2. Work with me One-One-One
My favourite thing to do is brainstorm ways sales reps can close more business by applying the 3 principles of “The Stoic Sales Mindset.” To schedule a 15 minute free private call, send me an email and put “Business Coaching.” in the subject line.