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A sales trainer explains why listing a pen's features like grip and ink color doesn't work. Real selling means finding what the buyer actually needs, not describing the product.
A sales trainer explains why listing a pen's features like grip and ink color doesn't work. Real selling means finding what the buyer actually needs, not describing the product.
If you want to sell a million dollars worth of stuff, you first need to be able to answer the most commonly asked question in sales, which is, can you sell me this pen? There are two ways to sell this pen. One is, I can talk about the features of this pen. Look, it clicks and it's got a squishy thing for your fingers and it's got black ink. Boring. No one wants to buy that pen yet. That's what everybody does when they're trying to sell this pen. Hey, do you want to buy my pen? They click. You don't sell products. You sell to the person who will be using that pen. If you had a room of people that were ideal to buy your stuff, that would make selling pens a lot easier. So how do you fill a room with people who are ideal to buy your stuff? That's what I'm going to show you next.
