What is your customer really buying?

Here are some great tips that will make your business boom, today!

Balancing your Features and Benefits.

What is your customer really buying?
What are you really selling?

You know in the years that I've been involved in the fitness industry,
I've seen time and time again, salespeople trying to sell feature after
feature and wondering why people don't buy.

Here's a classic example:

The guy who walks into a hardware store to buy a drill, actually just
wants a hole.

So it would be obvious - if you sell drills, that you should sell and give
info about making great holes.

If you are a fitness trainer, are you selling a gym membership, a fit healthy
lifestyle, big muscles, or even slim attractive figure?

TIP 1: It has often been said features "tell" and benefits "sell." Unfortunately,
it is more complex than that!

One of the biggest mistakes made when sales people conduct explanations is
that they end up giving the prospect a feature – feature – feature, tour/
explanation, which results in price – price - price.

TIP 2: The secret is to get the right balance between logic (feature) and emotion
(via benefits). The feature is only as good as, what you can do or get from it
emotionally.

E.g. using the treadmill (FEATURE)

Will help me lose weight (BENEFIT)

So I can look amazing in my wedding dress (EMOTION).

TIP 3: You need to determine which benefits actually do sell! You also need to
discover the role active participation, involvement and education play in the
effective presentation of your product or service to engage the emotion. You
can accomplish this by doing a series of mini presentations throughout your
tour/explanation. (We cover how to find these in the workshop)

TIP 4: During these mini presentations you will explain how that feature will
benefit the prospect -relate it back to the results they want to achieve and
the feeling they will experience as a result of getting those results.

By doing this you will achieve the perfect balance between logic and emotion,
which will result in them placing more value on your product or service and thus
reduce the chance of a price objection.

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These tips are from the upcoming Impact Express Workshop, Secrets to
Conducting Tours That Sell; delivered by the trusted experts at Impact Training.

The next Impact Express Workshop, Secrets to Conducting Tours That Sell, is
on Friday 3 September;

GO HERE to discover how to boost your business with Impact Express.

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Thank you,

Steve Jensen