One of the first sales techniques I learned, many years ago, was the "feature-benefit-nail down" routine. It says don't talk about your product, talk about what your product can produce in your customer's life. Whenever persuading someone, focus on what's in it for them. Talk to them about the benefit, consequence, and significance of what your offer can do for them and they will like to do business with you.
Wednesday, February 11, 2009
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About the Author
Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.
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Bottleneck Blog by Urban Gavelin © 2007-2011
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