The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

2. What Specific Needs of Your Prospective Customer Does Your Product
Satisfy?
What benefits does it offer? In other words, what is in it for the customer to
purchase your product rather than someone else’s product, or no one’s product?
Write the most attractive features of your product down one side of a piece of
paper. Then write the benefits that your customer will enjoy from each of these
features next to them on the other side of the paper. Remember, customers do
not buy features; they only buy benefits. They do not buy products or services;
they buy solutions to their problems. They are not concerned with what goes into
your product; they are only concerned about what comes out for them.

---

3. What Does Your Company Offer That Other Companies Do Not Offer?
What is your “unique selling proposition?” What is your company’s or
product’s area of excellence? In what ways is your company, product, or service
superior to anything else available in your market?
The greater clarity you have with regard to these answers, the more creative
you will be in finding better prospects and making more sales to those prospects.
Four Keys to Strategic Selling
There are four keys to strategic selling that you must master if you want to join
the top 10 percent of money earners in your field. These are specialization,
differentiation, segmentation, and concentration.
1. Specialize!
With specialization, you determine exactly what it is that your product is
designed to do for your customer. You may specialize in a particular result or
benefit. You can specialize in a particular customer or market. You can
specialize in a particular geographic area. You can specialize in satisfying a
particular need better than anyone else. But you must be a specialist rather than a
generalist.
Many salespeople have built their entire careers by specializing in a particular
industry, a specific type of customer, or a distinct geographic area. How could
this apply to you?