Its important for salespeople to focus more on the benefits a potential costumer could gain instead of aiming to convince a salesperson on the potential benefits. For example, if a salesperson was selling an app that helps users track all recurring payments to avoid over-extended subscriptions. Just stating the features will not be adequate to gain a customer. The use of questions to enlighten a customer the potential benefits it could provide is essential. Instead of bombarding a customer with details instead ask questions like, “Do you often forget you have subscriptions to certain services” or “Do these services randomly charge you without consent”, “How easy is it cancel these subscriptions”, “Would you be interested in a product that helps you identify your subscriptions and easily cancel them?”. Illustrating the problem and making the customer themselves highlight the pain in their lives will be essential to potentially closing a deal.
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