The official blog of Figment Consulting's Chief Fig, Houston Tucker.
Friday, March 4, 2016
Are you selling or are they buying?
If you concentrate your time and energy on selling features and benefits, you are missing the point. Features and benefits meet the needs of your customers, but what they want to buy are not needs, they want to buy . . . Wants (and the emotions that come with them).
Spend your time on selling and you will miss the buying going on around you. Spend your time on buying, and your sales will increase.
Help people buy what they Want, and you will sell them what they Need.