Selling is FAB

As a sales trainer one of the most difficult aspects of this business is you must be both a good sales person and a good trainer to be a good sales trainer.  Selling is about one thing, providing benefits to customers, yet I wouldn’t be alone in saying that the average sales person does very little in the way of sales these days as most are simply responding to a request from a buyer.

Selling is a process that requires the sales person to understand the buyers needs the need in turn give us the opportunity to match what are generally known in the industry as feature and advantages.  Features are the way we describe things and advantage are used to compare two or more things.  But in reality selling is all about clarifying the benefits of a product or a service to the buyer.

The sales process in its most basic of forms is to open with question, identify the customers needs, present the Feature or advantages and express the benefit of the feature or advantages.  The last two stages are handle objections, which only happens when you missed something and asking for commitment or closing.

Selling is the easiest work in the world if you can understand what the benefit of your product or service is for the person standing in front of you!