Sales training ideas – Speak about benefits on your sales calls.

Are you talking about benefits when you talk to prospects and customers? At the end of the day, people care about one thing: what’s in it for them. You can express this in benefits.

Especially on cold calls, you want to lead with benefits. When a prospect answers the phone, one of the first things out of your mouth should be your primary benefit. For example: Hi, this is John Chapin with Micro Arc Welding Company we’ve been saving companies over 40% on machine parts…  Then roll into the rest of your call.

Don’t ask how their day is, or how the weather is, they know you really don’t care, and this fluff gives them a chance to get you off the phone, which is the number one objective of people who you call.

The bottom line: Lead with benefits on everything. On your website, in your letters, on your faxes, in your e-mails, on your phone calls, and on your appointments. The only thing people care about when you call on them, other than getting you off the phone or out of their office as quickly as possible, is what’s in it for them.

John Chapin – co-author of Sales Encyclopedia    www.completeselling.com