Why People Buy: The Real Reason Features and Benefits Selling

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Why People Buy: The Real Reason Features and Benefits Selling DOESN'T WORK

Learn the secret of what really drives sales â€“ and how to give people what they need so they want to buy from you.

Are you a salesperson who has been hearing too many â€œWeâ€™ll think it oversâ€, â€œGet back to mesâ€, and â€œWeâ€™ll let you knowsâ€?
If so, youâ€™re in good company. Author Greg Nanigian has interviewed thousands of chief executives, sales managers, and salespeople, and found that over 90% of them have exactly the same problem.
Why? Because theyâ€™ve been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship.
As a result, they donâ€™t get beyond a superficial discussion of prospectsâ€™ interests and problems. They also donâ€™t uncover the impact of those problems on prospectsâ€™ companies or families, donâ€™t identify the impact on prospects personally, and donâ€™t establish prospectsâ€™ level of commitment to fixing the problem. The bottom line: they never find out the prospectsâ€™ true feelingsâ€”and feelings are where selling takes place.
The Sandler Selling System is a tested, proven seven-step process for effective selling. Itâ€™s fueled by techniques based in psychological models. The cornerstone of the Sandler system is a step in the process called the Pain Step. In Greg Nanigianâ€™s new book WHY PEOPLE BUY, youâ€™ll discover how you can use the Pain Step to:

â€¢shorten your selling cycle,
â€¢save time by disqualifying prospects who arenâ€™t going to buy, and
â€¢improve your closing ratio dramatically.

WHY PEOPLE BUY uncovers what really drives sales. Itâ€™s an accessible, one-volume summary of proven tools and best practices for successfully completing the Sandler Selling Systemâ€™s all-important Pain Step.

Country	USA
Author	Greg Nanigian
Binding	Kindle Edition
EISBN	9780692904541
Format	Kindle eBook
IsAdultProduct
Label	Sandler Training
Manufacturer	Sandler Training
NumberOfPages	143
PublicationDate	2017-09-17
Publisher	Sandler Training
ReleaseDate	2017-09-17
Studio	Sandler Training

Why People Buy: The Real Reason Features and Benefits Selling DOESN'T WORK

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