Are you selling value or features?

Are you selling value or features?:

One of the biggest mistakes I see all sales people and marketers make is selling features, instead of value.

Why does this happen?

It usually happens because prospects and clients don’t ask what value you bring, they ask about certain features of your products and services.

As an example, let’s suppose you want to build a recreation room in your basement. You realize you are going to need a lot of tools to do that. And one of the tools you will need is a drill. You need the drill so you can make the holes for nails, to keep up the frame you will need for your drywall.

So you make a trip to your nearest hardware store to buy a drill. When you go into the hardware store, the first thing the sales person will ask is, what are looking for. And you tell him you want a drill.

And then the sales person makes a huge mistake. He starts telling you about all of the drills he has on hand.

He’s not asking you what you want the drill for. Remember you don’t really want a drill. What you really want are holes, so you can put the right nails into the holes.

This is a mistake we all make. We sell features, not the value the client really wants. So, are you selling drills or holes?

Watch the video to see how to sell value.

Please come back tomorrow, to see how you can become a marketing expert, selling value, for your business.

Kind regards,

Ian Dainty 416.277.4537 ian@b2bbusinesscoach.com