Secrets to Soaring Sales

Be Concrete When Stating Benefits

By for Secrets to Soaring Sales

I have no doubt that you are highly specialized, a technical wiz in your field! You probably know all the jargon in your field, you’re probably familiar with all sorts of diagrams and abstractions. And that’s great!

But you shouldn’t use them when interacting with someone who isn’t specialized in your field. You may have some clients who are very technically savvy in your field, and with them, it’s fine to use all your jargon and abstractions.

But when you’re dealing with an outsider, break it down into very concrete terms. Instead of talking about abstract principles, use concrete examples. Tell your clients the bottom line and how they’ll benefit from your product or service. Show, don’t tell, them. Give live demonstrations.

Be concrete.

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