your sales depend on knowing this
TRANSCRIPT
Your Sales Depend onKnowing This
THERESA DELGADO
There are two stages to making a buying decision.
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We’re not talking about the process where…
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the buyer realizes theyhave a need,
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starts researching
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and then makes a decision.
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We’re talking about theactual decision.
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In just a few short seconds a person can go from “hmmm” to
“yes.”
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The Two Stages of aBuying Decision
The first part is based completely on emotions.
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The second part is backing up emotional decision with
logic and facts.
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The benefits tap into emotional buying triggers and the features
are the logical part of the equation.
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What’s the Difference Between Features and Benefits?
Features are the characteristics of your offer.
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Benefits connect with the emotions buyer’s experience.
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Features and benefits are just like logic and emotions.
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Tap into your customer’s buying decision.
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The benefits of your offer are why customers buy from you.
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Logic and featuresseal the deal.
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If you’ve lost one customer this year to your competition…
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Create a message that they remember when they’re
ready to buy.
Go toTheresaDelgado.com/SalesPitch