The "big" benefits
Want to really hit your sales prospects’ hot buttons? Sell the sizzle instead of the steak, as the old saying goes.
Think about it. If you’re a certified financial planner, you don’t sell financial products – you sell security and peace of mind. If you’re a computer networking consultant, you don’t sell computer services – you sell efficiency and a worry-free work environment.
Visualize your ideal sales prospects, then figure out which of the following big benefits they’re really looking for: