When is the right and when is the wrong time to reveal the price when you’re selling? You may want to do this at the end, but what if you are asked – directly by the prospect? How should you handle that? Here we put both sides of the argument.
Selling benefits on the phone rather than waffling on about features is key to success. Develop words and an approach which sounds relevant, thought provoking and beneficial for them. Also use creative and imaginative language to lift the tone of what you’re offering. The first few seconds are vital and so getting their attention early on makes everything a lot easier.
Ensure you stay focused on the benefits when talking about your products or services with your customers. It’s not so important what the products or services come with, but what they do for the customer. How does the product or service make their life easier or save them money. That’s all they’re interested in.
Benefit statements are especially important on the phone as you don’t have long to get your message over. It’s also about trying to make your call stand out from the crowd.
Free sales advice at the To Market blog on Benefits selling, Sales skills, telephone techniques, selling skills, features and benefits, selling benefits,powers of persuasion, advanced selling skills