THE TOP 9 SECRETS OF HIGHLY EFFECTIVE SALES CONVERSATIONS
Discuss value, not features
This is why you should focus less on a product’s features and more on the final result the consumer will get.
Prospects would prefer to hear how a product will benefit them then learn about its technical characteristics.
Star salespeople spend 52% more time discussing value-related topics than average performance. That’s a significant distinction.
Here’re some examples of what “value-related” means:
● ROI (return on investment) ● The prospect’s pain points
● The prospect’s business concerns ● Timelines and agendas for projects
Top salespeople also spend 39% less time than average reps discussing technical matters and features.
Average Reps
+52%
Star Reps
Time Spent Discussing Value-Related Features
Statistics provided by Gong.io
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