One of the most simple problems salespeople have is the struggle of listing product benefits and features. A variation of this problem is what Sandler calls seagulls in the Sandler rule number 47. This happens when a prospect is getting close to make a decision, when suddenly the salesperson mentions an additional feature of their product or service, that hadn’t been mentioned previously in your conversation. This has the effect of causing the prospect to take longer to decide, without much benefit to the sale. This happens because the salesperson is enamored with a specific feature or design of the product or service, and when the prospect doesn’t bring it up, the salesperson tries to drive the sale home by mentioning a feature that they are sure will cause the prospect to purchase from them. The problem is that even if you think that it is a wonderful feature, the client may not care about it, or may even dislike it. So by assuming that you had the same preferences as the prospect, you may have lost the sale, or in the very least, you delayed it, which wasted time.<\/p>\n
This is why it is important to understand that the prospect won’t like the same things you do, and with that in mind, you should focus your attention on the aspects of the sale that they do care about. This will help dramatically, because in sales, even if you just delay the outcome of the sale, that wasted time would have been better spent on the next sales call.<\/p>\n
In conclusion, next time you feel like a feature needs to be brought up in the conversation, either let the prospect find it naturally, or don’t bring it up at all, because by doing so, you only lower your chances of a successful sale.<\/p>\n","protected":false},"excerpt":{"rendered":"
One of the most simple problems salespeople have is the struggle of listing product benefits and features. A variation of this problem is what Sandler calls seagulls in the Sandler rule number 47. This happens when a prospect is getting close to make a decision, when suddenly the salesperson mentions an additional feature of their […]<\/p>\n","protected":false},"author":3229,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-14289","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14289","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3229"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=14289"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14289\/revisions"}],"predecessor-version":[{"id":14290,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14289\/revisions\/14290"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=14289"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=14289"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=14289"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}