A friend of mine in sales was recently frustrated with the lack of response he'd been getting. Suddenly, it seemed, the tried and true sales methods he'd become accustomed to weren't working anymore. He sat down next to me, and said, "I think it's time I moved beyond selling benefits and features to my prospects."
I smiled, and said, "welcome to the club."
I've been in sales my entire career, and encourage everyone, not just my friend, to move beyond selling benefits and features. Below are five reasons why.
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