Features and benefits. That's what sells, right?

Nope.

When you go in with a list of why your product is amazing, think about what's happening. You're talking about...YOU. It's your favorite subject, but not theirs. Your prospect has their own challenges to deal with and the last thing they want to hear is how great your product is. All it does is make you a "salesperson."

As agents, there's a simple way to rise above that. Ask enough questions until you have clarity on THEIR problem. Only then have you earned the right to present your solution. Sales isn't about what you have to offer. Sales is about if what you have to offer solves a problem in the mind of your prospect. Nothing more.

Shift your focus from YOU to THEM and watch more people say YES to you. 

:)

If you like this, you may like my book.

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