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Focus on results and outcomes rather than features and benefits from "summary" of SNAP Selling by Jill Konrath
When engaging with potential clients, it’s essential to shift the conversation from the typical features and benefits of a product to the concrete results and outcomes that it can deliver. This approach resonates more deeply with buyers, as they are primarily interested in how a solution impacts their specific goals and challenges. Understanding the client's desired outcomes enables a richer dialogue centered on their unique situation. It’s not enough to list features; instead, articulate how those features translate into measurable improvements. For instance, rather than stating that a software package has advanced analytics, emphasize how it can help a...
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