Zig Ziglar chp 28

Customers Buys Benefits

When you explain feature & Function speak about Benefits

Car with 15000 miles (Safe tyres)

Insurance Policy – Guaranteed Renewal Policy

Benefit: You can Cancel the Policy at any age

Reason for you to Buy!

Gym – workout 24/7

Facilities available always

Personalise benefits for the prospects.

Advantage-Work out as per your Convenience.

Personalise the Benefits.

Salesmen should clearly understand the benefits & Express it!

Chp 29

Dont emphasise on benefits too Early

Lead with the Prospects Need.

State the need First

Link the need with a solution

Eg: John (Train Staff & Be Active with Family)

Ask questions.Get InformationThen link the benefits with the need for solution.

Then you will Grab Prospects Attention.

Positive Words!

UnderstandProvenEasyProudProfit Value

Chp 3

Power of Words

Be careful with the words & Language

Negative Words

DealCostPayDifficultObligation

Prospects they don’t want to hear Negative words (Turn of)

Use words like Invest instead of buy

5 Brokers trying to sell house from 3 months (2BHK)

Brokers- Expressing the basic information.Standards ads (Garage, Hot water, Near stadium)Facts were expressed

Key to Selling: Word Pictures

Women Sold the House!

We’ve been in Home we are very happy in it.

But 2 Bedrooms are not enough, so we must move

House is CozyIt has wide windowsShady yards in summerProtected from streetsClear view of winter sunsetsYou might like to buy.

6 responses next day lead to 1 purchaser

Word pictures play a big role

Memorise them

Clearly express it!

Results