Putting Benefits Before Features
Having spent so many years in retail, I always enjoy being on
the listening end of a sales persons presentation.
As I listen patiently and attentively, I privately critique the
sales person as they make their pitch.
I look for certain things, the basics, are they making eye
contact with me, do they have a healthy knowledge of their
product, do they ask me open-ended questions? Etc., etc.
The one thing that I have noticed about the majority of sales
people, even the ones I see on infomercials, is that they spend
the majority of their presentation discussing their products
features, and not it