Benefits vs. Features: The Key To Selling (On-Air Coaching)
With Jen Hope
Have you ever gotten excited about all the possibilities you see for your clients?
It’s easy to want to give people everything all at once. When we get excited about our passions, we tend to toss a lot of overwhelming ideas and information on the client. You mean well, but it can be too much. Clients must be able to digest what you are presenting. Today, explore the balance of benefits vs. features being the key to selling in an on-air coaching call on this episode of the Sales Maven Show.
Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience.
Jen Hope is an executive and leadership coach for impactful startup leaders. With a background as the Vice President of Marketing for multiple high-growth startup companies, Jen understands the complexity of startup leadership. She uses evidence-based tools and frameworks to help clients make sustained behavior change. A mental health advocate, Jen is passionate about creating safe spaces for females and neurodivergent people in startup and corporate leadership.
Clients will tell you that Jen supports them in building systems and habits that improve life and leadership. They love the sharp insights, the structure, and the accountability that comes from Jen’s coaching process. Jen’s client list includes DocuSign, Avalara, Neoleukin, TOMBOYX, Trupanion, and Qualtrics.
In today’s episode, Nikki and Jen discuss strategies to give clients the information and key takeaways they actually need in order to say “yes” to an offer.
Sales conversations early in the process should stay in the big picture more than talking about complementary tools. Nikki shares why entrepreneurs need to focus on selling the experience and the results of an offer. In other words selling the benefits vs. features. Getting too “in the weeds” can slow down the sales process.
Nikki invites you to join the Sales Maven Society, don't miss this opportunity for you and Nikki to work together. Bring your questions, concerns, sales challenges, and she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!
In This Episode:
[00:42] – Welcome, and thank you for listening!
[03:24] – Jen Hope helps startup leaders and entrepreneurs move from reactive tendencies to their most creative and masterful leadership.
[05:45] – Jen Hope wants to have sales conversation without getting too technical.
[07:58] – Getting too in “the weeds” can slow down the sales process.
[10:27] – Then, Nikki lays out the approach for keeping a clear conversation focused on the experience and the results.
[13:00] – Next, Jen brings to light why leadership can be the cap on a team’s performance. How can she communicate that to clients?
[15:44] – Tie what you want to communicate to what the client is thinking about.
[18:42] – Ease clients into the technical talk after the commitment begins where there is less pressure.
[21:07] – Lastly, Jen talks about the access to useful feedback in the Sales Maven Society.
[23:25] – Thank you for listening. Nikki is so grateful you are here!
To download free Resources from Nikki: www.yoursalesmaven.com/maven