I came across 2 articles this week on selling with features and benefits instead of outcomes and results.
They used the same exact illustration: “Each and every year, millions of 1⁄4-inch drill bits are sold, yet nobody buying any one of these 1⁄4-inch drill bits actually wants a 1⁄4-inch drill bit. Then, why do they buy them? Because they want a 1⁄4-inch hole!”
What does Lexus sell? The technical answer is cars and wheels.
The real answer: Status! Luxury! Prestige!
What does ADT sell? The technical answer is alarm systems.
The real answer: Peace of mind!
As you prospect for new business and set meetings with targeted executives, please keep this in mind.
What does Connect 5000 sell?
Answer: Shortened sales cycles. Multiplied revenue.
I’m Ray Ruecker with Connect 5000 and contact us if you need help determining what outcome and results your company truly provides.