“Don’t Spill Your Candy In the Lobby.” Of all the sales principles we’ve learned so far, I think this is one of the most fascinating.<\/p>\n
In a selling situation, it’s tempting to\u00a0sell<\/em>. Just spill everything out – all the features of the product or service you’re trying to score a sale with, all over your prospective buyer. But why? What will this really achieve?<\/p>\n The answer is very little. First off, your prospective buyer is probably bored, intimidated, uninterested, and feeling a bit neglected by the time your sales pitch is over. But furthermore, trying to sell a product on features along is futile. Features tell about your product. Frankly, they do not sell it. A potential customer will sit and listen to you ramble through a list of features about your product, likely wondering why they should even care <\/em>about what you’ve got to say.<\/p>\n Instead of eagerly spilling your candy all over the place, it’s best to start by figuring out what brings the customer to you. Who are they? What do they do? What makes them tick? Then, instead of features, you can sell benefits, which are a far more valuable asset. You can figure out why your product would meet a need that they’ve got and sell based on that. After all, you do want your product to actually meet your customer’s needs, right? You don’t just want to sell them\u00a0any<\/em> product, but rather one that will help you establish a relationship with them that will have them coming back to you in the future to purchase more! Through listening to what their needs are and then meeting those needs with a product, a sale will be far more likely than if you just give them your best “sales pitch” right off that bat and leave all of your candy in the lobby.<\/p>\n <\/p>\n","protected":false},"excerpt":{"rendered":" “Don’t Spill Your Candy In the Lobby.” Of all the sales principles we’ve learned so far, I think this is one of the most fascinating. In a selling situation, it’s tempting to\u00a0sell. Just spill everything out – all the features of the product or service you’re trying to score a sale with, all over your […]<\/p>\n","protected":false},"author":2027,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-8959","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/8959","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\/2027"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=8959"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/8959\/revisions"}],"predecessor-version":[{"id":8967,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/8959\/revisions\/8967"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=8959"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=8959"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=8959"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}