“Wait what Brad?  Of course I know what I sell.”

We have a section in our sales training manual – a separate module – “What Exactly Do We Sell”

We are a Plantscape Company – – – you would think we sell Plants and Planters.  If you think that – you would not be very successful selling at IPS

What do we sell?  A Living Ambiance Program

That’s Good right – that’s better than we sell plants and planters – BUT that is still missing the Key Ingredient: WHY They Buy

To know what you sell – you have to Know What You Sell – and Why People Buy it

What is your Value Proposition?  Don’t sell the thing, sell what the thing does.

Do you know what you sell?

Don’t Sell people based on your reasons of Why YOU think they should have it – sell it from THEIR Point of View.

The John Smith question: “You can’t sell John Smith what John Smith buys, until you can see the world through John Smith’s eyes.”  In sales, you want John Smith’s point of view.

How do you learn how John Smith sees the world?

Wait for it…YOU ASK him

The salesperson assumes that the prospect Knows what he’s selling.  NO!  1000 times NO!

You have to connect the dots for the prospects

Ask, your version of, The Key Question

Does The Thing that you sell have more than one Feature?  Of Course it does.

WARNING – The Problem is…You’ve Heard This Before!

Features and Benefits Selling.

People don’t buy the steak the buy the sizzle

People don’t want a 1/4-inch drill, they want 1/4-inch hole

People don’t buy what you sell – they buy it, for how it will make them feel