5 needs of every customer!

You have a business. It’s a for-profit business. You’re not a charity. To keep your business running, you need customers who are willing to open their wallet and pay you for your products or services. Say a prospect walked into your doors. Unless the five following needs are satisfied, he or she won’t open up their wallets and offer you their money. It’s imperative that you understand these five customer needs and do everything in your power to satisfy them. Continue Reading …

Two Words that turn Features into Benefits

We all know that in order to sell we need to focus on the benefits, not features. But, it doesn’t always come naturally. So what do you do then? There are two words that can help you turn your features into benefits when explaining your product or service to a prospective customers. The two words? “Which Means”. Say you’re in a middle of sales presentation. The prospect asks, how does your product or service differentiate from your competitor’s? If you Continue Reading …