The difference between a feature and a benefit … and why you should care.

I was chatting to an Senior Technical Lead for an IT Consulting firm. He’s a customer facing, operations focused, introvert. He said “I’m not a sales person, I work with the technology”. To which I responded “Great! Do me a favour: take a look at your calendar from the last week and tally up how many hours you spent on the phone with either your clients or your team”. What we discovered is that the majority of his time was spent navigating conversations where the purpose was coming up with a solution that both parties could agree on. Regardless of your role - active hunting, reactive selling, customer service, operations, or delivery - discussions are an integral part of just about any professional role these days. So, let’s pose another question: How can we make our discussions more productive?

If you’re in a sales or customer service role here are a few more questions for you:

How do we avoid coming across as a double-gun slinging lizard of a sales person? How to we get our prospect to connect on a deep emotional level with our pitch? How do we sure-up our confidence to present in an efficient and effective way?

Here’s a short video to help you get started.

Looking for a chat about your specific challenge? Tee up a call to discuss it here

Happy Sellling :)