Author: Moheb Moses
Whether you are a reseller selling to end-users, or a vendor promoting your products to the channel, do you know if you are selling genuine benefits or simply selling advantages? More importantly, do you know the difference, and the enormous impact this difference has in helping you close business?
In this article, we look at the differences between features, benefits and advantages, and the role they play in the sales cycle. We explore how their ability to influence is affected by other factors such as time, cost, complexity, and customer expertise. Finally, we look at when to use each type of statement to have the greatest impact in establishing credibility with customers (whether you are selling to end-users or resellers). Read More