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ProTip: One Question to Guide You to Better Presentations

Posted by Michelle Nitchie

Feb 19, 2015 10:00:00 AM

Why_Should_I_CareDuring the planning phase of your presentation, always remember that it's not about you.  It's about them.  The listeners in your audience are asking themselves one question—"Why should I care?"  Answering that one question right out of the gate will grab people's attention and keep them engaged.

- Carmine Gallo, The Presentation Secrets of Steve Jobs

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Topics: Business Skills, Branding, Feature and Benefit Selling, Communication, Sales and Selling

ProTip: Improve Your Marketing with Less

Posted by Michelle Nitchie

Aug 7, 2014 8:00:00 AM

Information_Overload_Word_Jumble_SmallSaying many things usually communicates nothing.  Horace Schwerin and Henry Newell, in their helpful book Persuasion, described their test of two commercials for the same car.  Commercial one was single minded: It talked only about performance.  Commercial two went further.  It pointed out that in addition to exceptional performance, the car offered outstanding styling, a choice of several models, and excellent economy.  

After showing subjects the two commercials, the testers asked viewers if either commercial might make them switch to that brand of car.  Six percent answered yes, the performance spot would make them consider switching.  But what about the second commercial, with all that valuable added information-how many were affected by it?  Not one.  Zero percent.

-Harry Beckwith, Selling the Invisible

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Topics: Feature and Benefit Selling, Marketing

Getting Back to the Basics with Discovery and Feature & Benefit Selling

Posted by Katie Scheer

Apr 15, 2014 10:00:00 AM

Yes, we are going back to the basics.  Why?  Because when you are losing races, your track coach will tell you to focus on not allowing your arms to cross the center line of your body, keep a loose grip, and more.  If you want to make countless sales, "getting back to the basics" is the surest way for you, and your team, to improve your conversions which equates to an increased bottom line.  "Sloppy selling is an unafforable luxury," says author and coach Anne MillerKnowing how to ask the right questions so you can effectively feature and benefit sell with a smooth, polished, and natural approach is a critical and very affordable luxury within your reach.

We all know that the easiest way to sell your products and/or services is to info spew about features.  But, this is lazy selling and gives our customer no compelling reason for reaction.  We should always take our selling to the next level; we should always first ask questions (discovery) so that we can then cater our pitch to include the benefits that are most appealing and inspiring to make our customers buy. 

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Topics: Feature and Benefit Selling, Sales and Selling, Honesty and Trust, Discovery and Questioning Skills

ProSolutions Blog - Educational tips and learning resources to help you to be a master of customer service and sales; to improve yourself personally, as an employee, and as a leader; and much more.

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