Category Archives for "Sales Training"

Apr 12

What Numb3rs Demonstrated About Selling Benefits

By John Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales Training

As we were watching one of my favorite shows, Numb3rs, Friday night, I saw a fabulous demonstration of salesmanship and the use of benefit statements all in a non-sales role. In “Animal Rites,” Episode 19, Animal Rights Eco Terrorists attacked CalTech research labs and killed a professor. FBI agents David Sinclair and Liz Warner called on an animal rights group to find out where the terrorists hung out. At first, the leader did not want to give any information on fellow activists. Then Sinclair said to him, “They already killed someone, and they are hurting your cause.”

The point this program made so clearly is that salesmanship and benefit statements are not limited to people who sell for a living. It’s a natural part of life. The key to being good at it is to think from the viewpoint of your prospect or customer. David Sinclair understood what his prospect cared about and aligned with his wants and needs. That’s what it’s all about when as a salesperson you help customers buy. You think about their problems, their wants and perceived needs and then you help them get the solution that fits.

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Mar 07

Sales Training: When You Walk the Talk, Expect to Stub Your Toe Occasionally

By John Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing , Sales Training

I admit to having egg on my face. You probably gathered from this headline that I believe in walking the talk. I have put in hours on the copy in my website to be sure that I approach everything – as best I know how – from the viewpoint of “What’s in it for me?” where the “me” is you the reader. Additionally, when I do sales training, I constantly emphasize the importance of benefits instead of features.

Well, last night I sent off a prospecting letter for a job I would like to get, even if it means convincing the prospect that they need such a position. Typical salesman, I see the need or suspect there might be a need. Now I have to find out if the prospect agrees that they do indeed want such help. I was really excited about approaching them to sell them on my services. There in lay the potential problem. I got so excited that I didn’t double check my benefits statements.

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