Let’s follow up from the last post about how when a prospect really wants something – they always find the money! So how do you create that level of excitement in your prospects?
Begin with the difference between features and benefits.
Features are all of the things about you, your products and company. Benefits are about the prospect. Most distributors bore their prospects with features:
How old their company is, whether it’s debt-free, the ingredients in products, where they came from, minute details about the compensation plan. Why would any of that matter to a prospect?
They want to know things like can they make money, how would they make money, how much can they make, and how do they get a free bonus car or a trip? What benefits will the products supply them?
Talk less about you, your product and company, and start talking more about your prospect, and watch how much more excited they get!