You've heard it before. "Customers don't buy features, they buy benefits."
But Mark Hunter, The Sales Hunter, will tell you different. Great selling is not about features or benefits. It's about outcomes. If you're having to explain the value of what you offer to your prospect, you can do so by talking to them about the outcomes that your product or service provides.
Mark explains in this two minute video.
Here's my take on this:
In some cases, your customers have already visualized an outcome in their mind. As the salesperson, you need to identify that outcome. For instance:
Take Mark Hunter's advice, jot down the top 10 outcomes that your product or service provides and keep it handy for your next sales call.