When selling products and services, we often spend lots of time focusing on the technical aspects of what we sell. However, we should be spending more time focusing on the benefits of what we are selling.

What are you really selling?

Every product or service we sell benefits our customers. When you look at Maslow's Hierarchy of Needs, everything we sell fits into one of the five categories:

1. Physiological needs - the most basic needs for food, water, warmth, and rest.
2. Safety needs - the need to feel safe and secure.
3. Belongingness and love needs - the need to have friends, family, and community.
4. Esteem needs - the need for prestige and a feeling of accomplishment.
5. Self-actualization - the need to live up to one's potential, including in creative endeavors. 

Where do your products fit into these needs? Are you using these needs to sell your products? 

In this week's episode, we discuss how to use benefits in your sales process and some companies that do this well. 

Other links

How You Decide: The Science of Human Decision Making (Great Courses)

DotCom Secrets: The Underground Playbook for Growing Your Company Online by Russell Brunson

IT Professionals of Iowa

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