I believe this picture concisely sums up many of the principles we have been learning about in Sales in the Startup. Being in sales is not pushing products people don’t want on them. Being in sales is not marketing. Being in sales is finding the point of pain and finding solutions to relieve or eliminate that pain.
What I love about this definition is that it applies to so many different kinds of sales–teaching students, fundraising for a non-profit, software sales, or convincing your parents to extend your curfew. I believe that the consumer world is tired of the black-and-white-turned-full-color-once-you-buy-this-tomato-chopper type of persuasion. Focusing on the positive benefits of what is being sold brings back an optimism that is dearly needed in today’s world.
What do you think? Is it easier to sell something by telling people how awful their life was before your product or by emphasizing the benefits?
testacr22
Chloe, this is a great point. I definitely think people will be more willing to buy your product or service if you give them the positive benefits instead of telling what they’re missing. However, I would take this thought process one-step further. I think people want to know why they are buying something. They want to feel like they are part of a mission or a cause, not just have a great product. Apple does this exceptionally well in the way they market their company. They don’t primarily advertise their fantastic products, they advertise their mission, the idea behind their company. Most people buy Apple products not primarily because of features and benefits, but because they feel part of something larger. People trust Apple and they want to be part of their mission. I actually just wrote a post relating to this so I found your post interesting. Sorry for the long comment 🙂
I would agree that people are definitely tired of the whole black and white to color idea, where the product is the hero of the scene and magically solves every problem. Is the idea here that adding ice (or showing benefits of your product) would make the glass completely full, despite the perspective of the buyer? Discussing the value of your product or service is definitely necessary, but I am sure you would approach the conversation differently as a salesperson depending on which view your prospect chose.
This is such a true statement. I believe that there does need to be a change towards providing the benefits of your product instead of saying that someone’s life wasn’t complete without your product. We should be looking at the ice involved in the product and not the half empty aspect of the person’s life without the product. This is a much better approach to sales.