Master the Difference Between Features and Benefit

Most of you have heard the old adage about selling benefits, not features. A function is a 100 year old tree in the backyard. A benefit is refreshing shade it will provide several hours of time laughing with your children when they swing from its branches. Most of us know that yet it is still hard not to pitch our product, business or apartment. We need to stop because we are all losing money.

This article will serve as a second ride on the old council with some practical application that is designed to help you make more sales. The quote below will form the basis of what I'm talking about ...

"Nobody who bought a drill actually wanted a drill, they wanted a hole. Therefore, if you want to sell drills, you should advertise information about making holes - no information about the exercises." - Perry Marshall

Your product is not what you probably think it is. Indeed, it may surprise you to hear that people do not care about your apartment and your product at all.

I know it's hard to hear, but they really do not. What they want is a solution to their problem. Your problem could be a lack of money, lack of time with family, or maybe they hate what they do, but know no other options. Whatever it is, your success increases dramatically as you learn to position your product or opportunity as a solution to this problem. But before that happens, you've got some barriers to break through ...

Barrier 1: People hate being sold.

Barrier 2: People will rarely see you (a complete stranger) as anything other than a sales person trying to get into their wallet.

Your breakthrough these barriers are in the quotation above, and here is what it means ...

"Nobody who bought a drill actually wanted a drill." - You have not (or will not) join a business team, because you would have a business.

"They wanted a hole." - You want more money, time, freedom, control, performance, etc. ..

"Therefore, if you want to sell drills, you should advertise information about making holes - no information about drills!" - People do not want your apartment. They want the benefits it can offer them.

By providing information about the benefits they are interested in, your prospects sell themselves on using your opportunity as a tool to achieve their goals! It's true: People hate being sold but they love to buy - and the only difference is who does the 'sell'. If this is you, they are sold, but if it is them, it's their idea, and they can not wait to buy!

So here's Do's and Don'ts on how to actually make that happen:

DO

• Market and promote information on "how to drill a hole 'quicker, easier and cheaper.

• Make sure the information you market and promote, is useful and valuable. This is what a consultant is doing and what gives your prospect the tools they need to sell themselves.

DO NOT

• Market your options and products directly. That's what you do for sales person they wish to avoid.

• Market and promote information that is unrelated to what people really want (ie your apartment or product).

Here's another angle on why this concept is so important ...

Let's pretend you are a researcher for an apartment online. You write "Company X" in Google and hundreds of websites belonging to other distributors come up, pitching the company (ie sales drilled). Are you just call up one of those people randomly and join them, or are you going to seek out a leader who will offer real expertise and value? You will join the head of course!

Why? Because he is positioning himself as someone who can help you get what you really want faster - (more money, time, etc.). In this case the leader doing this through something called Attraction Marketing. So it boils down to this - which person would you be?

If you choose correctly, you will be hunted instead of the hunter and not only your business but your lifestyle will change.