Sales Tip 287
Sell the sizzle, not the steak!
It’s an old saying but it still rings true if you expect to sell value and not price. When the customer asks, “Why should I buy from you?”, are you able to customize the specific features and benefits to show them the value they are receiving?
Every customer wants to know the WIFFM — “What’s in it for me?” So make sure you are selling the sizzle and not the steak.
MARVIN MONTGOMERY is an author, speaker and sales training consultant with more than 30 years of experience. Are you practicing on your customers? Master the essential keys to sales success! Learn more about Marvin Montgomery’s Sales Certification Program. You can ask the Sales Doctor a question at [email protected].
