Forget About Features, Sell This Instead.
Sell the deliciousness of the ice cream, not how it’s made.
Observations
Most sales encounters are transactional. A car gets traded. A new shirt is sold. A load of dirt gets delivered. Another metic notched. Not much thought, it’s just another work day event. But every seller wants to sell more, what if those exchanges were more than a product for a price?
Insights
A new car can be a safer way to get about. A new shirt can impress a mate. A load of dirt can put a garden in bloom. When you remodel a buyer’s world, how can they say no? Ditch selling features, sell the transformation. Selling a transformation is really what every buyer wants, or they wouldn’t be shopping. Sell that.
Ideas
Ingrain the transformative power of your product into your pitch.
Turn a features list into a cornucopia of solutions to buyer problems.
Sell the deliciousness of the ice cream, not how it’s made.
