Zig ziglar
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1) When explaining features and functions of a product, focus on discussing the key benefits for the customer. Personalize the benefits to each individual prospect. 2) Do not emphasize benefits too early. First establish the prospect's needs, then link the product or service as a solution to those needs before discussing benefits. 3) Be careful with your word choice as certain words can have negative connotations while others are more positive. Use words like "invest" instead of "buy" and focus on benefits rather than costs or obligations. Telling word pictures can be more effective than just stating facts.
Zig ziglar
- 1. Zig Ziglar chp 28 Customers Buys Benefits When you explain feature & Function speak about Benefits Car with 15000 miles (Safe tyres) Insurance Policy Guaranteed Renewal Policy Benefit: You can Cancel the Policy at any age
- 2. Reason for you to Buy! Gym workout 24/7 Facilities available always Personalise benefits for the prospects. Advantage-Work out as per your Convenience. Personalise the Benefits. Salesmen should clearly understand the benefits & Express it!
- 3. Chp 29 Dont emphasise on benefits too Early Lead with the Prospects Need. State the need First Link the need with a solution Eg: John (Train Staff & Be Active with Family) Ask questions. Get Information Then link the benefits with the need for solution. Then you will GrabProspects Attention.
- 4. Positive Words! Understand Proven Easy Proud Profit Value Chp 3 Power of Words Be careful with the words & Language Negative Words Deal Cost Pay Difficult Obligation Prospects they dont want to hear Negative words (Turn of)
- 5. Use words like Invest instead of buy 5 Brokers trying to sell house from 3 months (2BHK) Brokers- Expressing the basic information. Standards ads (Garage, Hot water, Near stadium) Facts were expressed Key to Selling: Word Pictures
- 6. Women Sold the House! Weve been in Home we are very happy in it. But 2 Bedrooms are not enough, so we must move House is Cozy It has wide windows Shady yards in summer Protected from streets Clear view of winter sunsets You might like to buy.
- 7. 6 responses next day lead to 1 purchaser Word pictures play a big role Memorise them Results