Learn a foreign sales language: Benefenglish

This episode is a companion to the 4th module in the course flagship course Sell more, easier, faster in the Colin Pearce Academy.  It is available to members of the Academy along with the other Courses, Coaching and the Community forum.

Every salesperson I have ever met says they know they should be about the benefits of owning their product or service. 

Every salesperson!

I've even had people walk out of seminars snorting that the topic was old hat, and below their dignity to have to listen to.

Later of course during mystery shopping events, they failed to demonstrate that they knew anything about the benefits of their product and consequently could not explain them. They could bang on about, parts and engineering and colours and shapes and sizes and complications and  'things too fierce to mention'. 

After a briefing session was forced on them and they were drilled on the benefits, they still couldn't explain them in words any other person could appreciate. 

They might have been arrogant in the way they scoffed at the seminar, but the truth is that speaking in benefit terms appropriate to the listener is actually really hard work. That's why listening to this episode will help you come face to face with one of the biggest challenges in sales.