Best to use before designing sales

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It turns out that with each person influencing decision-making (LVPR) you need to speak his language of benefits. But how to implement it? And how to take into account the cold call script.


The algorithm is simple. First, you brainstorm and write out all kinds sandplay therapy of benefits from your product or service. This is the first «why ».

Further for each of the benefits you ask sequentially 2 questions: «why is this needed »?

After identifying the benefits of the second and third order (why 2 and why 3), write out who needs it. And to simplify the training of sales managers and simplify communication with the client, write out examples of how the client works now without your solution and how his life will change after acquisition.


If the product or service is complex or composite, break the benefits into blocks in meaning. So, for example, the service for hiring sales managers is divided into 2 types of benefits:
A) attracting a larger flow of interested applicants
B) checking sales skills in a more accurate way (using role-playing)
Scripts for the appointment and conduct of online meetings
Nov 25 2020 year Maxim Gorbachev
Video
Since 2020, more and more companies have been translating personal meetings with customers online. However, some customers are accustomed to live meetings, and managers face difficulties in appointing and conducting online meetings.