𝗙𝗲𝗮𝘁𝘂𝗿𝗲 𝗮𝗻𝗱 𝗙𝘂𝗻𝗰𝘁𝗶𝗼𝗻𝘀 𝘃 𝗕𝗲𝗻𝗲𝗳𝗶𝘁𝘀 𝗮𝗻𝗱 𝗢𝘂𝘁𝗰𝗼𝗺𝗲𝘀

Why sales people should be focusing on Benefits and Outcomes rather than Feature and Functions in customer sales engagements?

𝟭. 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿-𝗖𝗲𝗻𝘁𝗿𝗶𝗰 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵: Focusing on benefits and outcomes in customer sales engagements puts the customer's needs and desires at the centre of the conversation. By understanding the customers specific goals and challenges to overcome, salespeople can tailor their messaging to demonstrate how their product or service will address the customers challenges and how the salespeople’s business team can help deliver the desired goals and results that the customer is seeking.

𝟮. 𝗩𝗮𝗹𝘂𝗲 𝗣𝗿𝗼𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻: Highlighting benefits and outcomes helps salespeople establish a strong value proposition. Customers are more interested in the value they will derive from a product or service rather than its technical specifications. By articulating the positive impact and tangible benefits, salespeople can differentiate their offering and convey its unique value to the customer.

𝟯. 𝗘𝗺𝗼𝘁𝗶𝗼𝗻𝗮𝗹 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻:Benefits and outcomes resonate with customers on an emotional level. People make purchasing decisions based on how a product or service will improve their lives or solve their problems. By emphasising the emotional impact and tangible outcomes, salespeople can create a stronger connection with customers and influence their buying decisions.

𝟰. 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻-𝗢𝗿𝗶𝗲𝗻𝘁𝗲𝗱 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵:Benefits and outcomes highlight the solution-oriented nature of a product or service. Rather than focusing solely on its features and functions, salespeople can position themselves as problem solvers. By showcasing how their offering addresses specific customer challenges and pain points and therefore delivers desired results, salespeople can establish trust and credibility with customers, increasing the likelihood of a successful sale.

𝟱. 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗔𝗱𝘃𝗮𝗻𝘁𝗮𝗴𝗲: Emphasising the benefits and outcomes helps salespeople differentiate their offering from competitors. While features and functions can be easily compared, the unique advantages and positive results that customers can achieve by using a particular product or service are harder to replicate. By focusing on benefits and outcomes, salespeople can highlight the competitive advantage of their offering and attract customers who prioritise the specific results they seek.

𝗪𝗵𝗶𝗰𝗵 𝗼𝗻𝗲 𝗼𝗳 𝘁𝗵𝗲𝘀𝗲 𝗽𝗼𝗶𝗻𝘁𝘀 𝗺𝗼𝘀𝘁 𝗿𝗲𝘀𝗼𝗻𝗮𝘁𝗲𝘀 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂? 𝗪𝗵𝗮𝘁 𝗵𝗮𝘃𝗲 𝗜 𝗺𝗶𝘀𝘀𝗲𝗱?

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https://www.linkedin.com/posts/stevevictors_business-sales-team-activity-7074156728392531968-KpUJ