As we near the end of the semester, one thing we learned within\nthe first few weeks stands out to me as essential to success in selling. In the\nwords of Coach DiDonato, \u201cFeatures tell, benefits sell.\u201d During my sales\ninternship, I was often tempted to try to persuade potential customers with the\nspecifics of our e-learning products. As a new employee and inexperienced salesman,\nI found myself telling prospects things like, \u201cOur product has over 1,000 videos\u201d\nor \u201cwe have just rolled out 50 new animations in the new update.\u201d I usually\nreceived one of two responses. Either the prospect would give me a blank stare\nor he would look bewildered by the information. I was confused; I had assumed that\nthose numbers would be important to our customers.<\/p>\n\n\n\n
Fortunately, it did not take me very long to learn from the more\nexperienced salespeople with the company. Instead of listing facts and figures,\nthe salespeople would explain, \u201cThis will save you time in so many ways. You\nwill be able to spend less time grading tests and planning lessons, so you will\nhave much more time and energy to help your students succeed.\u201d When I observed\nthese conversations, I noticed how much more positively prospects responded\nthan they did to my feature-based pitches. Even the more reserved prospects would\nnod and even smile in agreement.<\/p>\n\n\n\n
Ultimately, most prospects did not care about the numbers. Instead,\nthey cared about their students and about performing their jobs as instructors well.\nBy providing relevant information about benefits instead of features, salespeople\ncan connect with prospects and what matters most to them. To me, this is a key\ntakeaway from this class that all salespeople should use as a guiding principle\nthroughout their careers. I hope to keep it in mind as I prepare to enter the\nworkforce full-time after graduation.<\/p>\n","protected":false},"excerpt":{"rendered":"
As we near the end of the semester, one thing we learned within the first few weeks stands out to me as essential to success in selling. In the words of Coach DiDonato, \u201cFeatures tell, benefits sell.\u201d During my sales internship, I was often tempted to try to persuade potential customers with the specifics of […]<\/p>\n","protected":false},"author":187,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-5910","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5910","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\/187"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=5910"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5910\/revisions"}],"predecessor-version":[{"id":5911,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5910\/revisions\/5911"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=5910"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=5910"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=5910"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}