Emphasize advantages from "summary" of The Complete Idiot's Guide to Closing the Sale by Keith Rosen
In sales, understanding the advantages of a product or service is key to successfully closing a sale. Emphasizing the benefits of a product or service to a potential customer can help them understand why it is worth purchasing. Crafting a persuasive argument that clearly outlines the advantages of a purchase can be an effective way to make a sale.- Talk about the advantages of your product or service when making a sale. Emphasizing the benefits that come with your offering will help you capture the attention of potential customers.
- Speak from an emotional point-of-view rather than a logical one so that the customer gets truly excited about the purchase. Show that the benefits cannot be matched even if spent elsewhere.
- Showcase how using your product or service can be beneficial for the customer to simplify their life and make it easier. For example, emphasize how this item reduces its user’s workload by half or more.
- Highlight positive feedback from previous customers who have used your products or services previously. This helps build credibility and shows that you care about continual improvement.
- Offer any extra bonuses that come with the product or service and remind the customer of what they stand to gain should they close the deal.
- Let the customer know what they are missing out on if they choose not to buy your product or service. Explain to them how their problem could increase in complexity without your services.
- Stay focused on the benefits at all times throughout your conversations and try to use powerful words even if you may sound repetitive. Your enthusiasm is likely to rub off on them.
- During the negotiation process, gently remind them that the longer they wait the less chance they will be able to get these exclusive perks. Engender a sense of urgency by informing them that specific pricing/offers won’t always be available.
