Ben's Business Podcast - Digital Marketing And Seo Q&a

1) Talk about your product/service in terms of who you're talking to and WHAT THEY WANT (not what your selling) Here's an example of a sign I seen for a car garage: "AB Auto Repairs & Sales" I would suggest rather than using the word "sales" I would suggest the words "service" or "MOT" which are actually beneficial to the prospects who might be reading the sign. 2)90% of the prospects decisions to buy is based on just 10% of features and benefits. - Your job is to find out what one feature and benefit they are interested in. - Once you have the answer and you know what the leading benefit is that the prospect seek. This is what Brian Tracy calls the "Hot Button" and you want to focus on the hot button throughout the rest of your sales presentation. - The best way to find the Hot Button is to ask lots of questions upfront. 3) Market Research Exercise - Call 10 customers right now and ask them: - Question #1 "How is the service and can I help you with anything?" - Question #2 "You could have bough this prod