1. Why are you in this business?

2. Do you believe in your product/service?

3. What are you trying to accomplish?

When you believe in your product and understand why you’re doing what you’re doing, the rest of the sales process is much easier.

The first step in the plan is for the salesperson to know the features and benefits of the product or service (let’s say product). For example, let’s say your product is office furniture. Describing the features of your product and your company might look like this:

• Been in business 18 years

• Lots of variety – including home office

• Free delivery

• All price points

• 7 day guarantee

While features are very important, it’s even more important to identify the benefits of your product. This process involves more thought – you need to put your feet in your customers’ shoes and ask, “What’s in it for me? (wiifm)” For example, “Why should I care if you’ve been in business 18 years? How does that help me?”

To fully understand the benefits of your product, first list the features, and then answer the wiifm question for every feature. There are no rules for this exercise and there will likely be more than one benefit for some features. Getting back to our office furniture example, here are some benefits:

• Longevity – we’ll be here for you when you need us. We will remember you! You don’t even have to come into the store when you need something. Bottom line – a relationship, convenience and peace of mind.

• Variety – one-stop-shopping. No matter what you need, we have it or we will get it for you. We save you t
  Performance Problems? The Power of the 360- Degree Feedback Process
  Everyone needs feedback. People need to know how they are doing in order to be the best they can be. Managers worry about performance -so do those they worry about! Most people want to do a good job but unless they know what they need to change or improve, they may continue to do things the way they have always done them, no matter how ineffective that may be.Most people aren't the best judge of their own behavior. Although well-intentioned and hardworking, they m
  sh?

  When you believe in your product and understand why you’re doing what you’re doing, the rest of the sales process is much easier.

  The first step in the plan is for the salesperson to know the features and benefits of the product or service (let’s say product). For example, let’s say your product is office furniture. Describing the features of your product and your company might look like this:

  • Been in business 18 years

  • Lots of variety – including home office

  • Free delivery

  • All price points

  • 7 day guarantee

  While features are very important, it’s even more important to identify the benefits of your product. This process involves more thought – you need to put your feet in your customers’ shoes and ask, “What’s in it for me? (wiifm)” For example, “Why should I care if you’ve been in business 18 years? How does that help me?”

  To fully understand the benefits of your product, first list the features, and then answer the wiifm question for every feature. There are no rules for this exercise and there will likely be more than one benefit for some features. Getting back to our office furniture example, here are some benefits:

  • Longevity – we’ll be here for you when you need us. We will remember you! You don’t even have to come into the store when you need something. Bottom line – a relationship, convenience and peace of mind.

  • Variety – one-stop-shopping. No matter what you need, we have it or we will get it for you. We save you t
    Time Management Strategies for Modern Life Syndrome
    Pay attention…focus…concentrate…prioritize…Easy to say but hard to do when so much is vying for your attention. What makes it so hard to master these basic concepts?Have you ever stopped to consider how much is fighting for your attention? Just picture for a moment:Opening a website page --pop-up dialogs springing into view --boxes of ads and comments lining the sides of the pages --multiple colors screami
    pany might look like this:

    • Been in business 18 years

    • Lots of variety – including home office

    • Free delivery

    • All price points

    • 7 day guarantee

    While features are very important, it’s even more important to identify the benefits of your product. This process involves more thought – you need to put your feet in your customers’ shoes and ask, “What’s in it for me? (wiifm)” For example, “Why should I care if you’ve been in business 18 years? How does that help me?”

    To fully understand the benefits of your product, first list the features, and then answer the wiifm question for every feature. There are no rules for this exercise and there will likely be more than one benefit for some features. Getting back to our office furniture example, here are some benefits:

    • Longevity – we’ll be here for you when you need us. We will remember you! You don’t even have to come into the store when you need something. Bottom line – a relationship, convenience and peace of mind.

    • Variety – one-stop-shopping. No matter what you need, we have it or we will get it for you. We save you t
      Determining Sales 'Fit' - the Key Growth Process for Your Business
      Finding the right salesperson can be tricky. However, with people as the key differentiator and primary competitive advantage, you must have a sound sourcing, assessment, and selection process to ensure your business grows. Use the following dimensions to help you assess the right attributes for sales candidates interviewing with your organization.Help your organization grow by assessing the right indicators in individuals slated for revenue-generating positions w
      rs’ shoes and ask, “What’s in it for me? (wiifm)” For example, “Why should I care if you’ve been in business 18 years? How does that help me?”

      To fully understand the benefits of your product, first list the features, and then answer the wiifm question for every feature. There are no rules for this exercise and there will likely be more than one benefit for some features. Getting back to our office furniture example, here are some benefits:

      • Longevity – we’ll be here for you when you need us. We will remember you! You don’t even have to come into the store when you need something. Bottom line – a relationship, convenience and peace of mind.

      • Variety – one-stop-shopping. No matter what you need, we have it or we will get it for you. We save you t
        Offshore Company Formation
        What is Offshore: Offshore is a process to establish a company in any other foreign locations to get benefit from the economic opportunity in other countries. Offshore companies are also opened to benefit from the complimentary tax structures that are offered by some countries. These countries are also known as offshore jurisdictions. These offshore jurisdictions create a easy tax environment to attract international investments to increase their economics profit.<
        o our office furniture example, here are some benefits:

        • Longevity – we’ll be here for you when you need us. We will remember you! You don’t even have to come into the store when you need something. Bottom line – a relationship, convenience and peace of mind.

        • Variety – one-stop-shopping. No matter what you need, we have it or we will get it for you. We save you time.

        • Free Delivery – save you money.

        • All prices – you will not be disappointed. When you come to our store, you will find what you want within your budget! We save you money and minimize stress at the same time.

        • Guarantee – If it doesn’t fit or doesn’t look good, we’ll take it back – no questions asked. This gives peace of mind and freedom in making your decision.

        If you get stuck determining the benefits, ask your customers! Why did you buy from us? If the answer is vague, be willing to go deeper and deeper until you get something tangible. For example:

        • “I bought from you because I liked the furniture.”

        • You go further – “What did you like about it?”

        • “It matched my existing office furniture.”

        • “So, you appreciated the variety we offer? Did you look anywhere else? What did you find there – good and bad? Were there any other reasons you bought from us?”

        This may be stressful for you, and you may feel like you’re bugging your customers. Again, put your feet in your customers’ shoes – do you think your customers want you to succeed? If your vendors called to ask you to help them, would you? If you’re still uncomfortable, offer an incentive or gift to customers who help you to do this research.

        Another way to define benefits that are important to your prospects is to determine their needs and define their problems. By fully understanding your potential customers’ needs and problems, you can better give them what they want. Sometimes your prospec