Frank Kern Video
which one it was, but he revealed how to make a killer sales video in 3
simple steps. Here's what you say:
1.) "Here's what I got."
2.) "Here's what it's gonna do for ya."
3.) "Here's what I want you to do next."
So lets break it down simply...
1.) "Here's what I got"
Basically tell 'em what you got. Explain the product.
2.) "Here's what it's gonna do for ya"
Tell 'em the benefits. You know, peace of mind, security,
make money, save time, more family time, etc.
3. ) "Here's what I want you to do next"
Ask for the business, right? Tell 'em to click the order
button, put in your name and eMail, whatever action
it is you want them to take.
So here's my question to YOU: How do you feel about
"leading with the feature" like the process above as
opposed to "leading with the benefit"?
You sales guys/gals will know what I mean when I say
"lead with the benefit", but if you don't, here's an example:
Leading with the benefit: "To save you money, this motor
uses 45TGF Regal plugs."
Not leading with the benefit: "This motor uses 45TGF plugs.
That will save you money"
Traditional sales teaches the "feature, THEN benefit"
process of selling.
However, Wells Fargo trains their bankers on "leading with
the benefit" before stating the feature/product. This methodology
contradicts the traditional "feature first followed by benefit"
sales process.
So, what's the point of this post? I'd like to think out loud with
everyone else on this forum regarding selling using the "benefit before
feature" VS the "feature followed by benefit" format.
Which do you think is more effective?
Is it possible Wells Fargo trains their bankers to lead with benefit
because that works better while the traditional "feature THEN benefit"
of selling is more effective in other areas of sales?
Feature then benefit...or benefit then feature?
Could each of the two formats be differently effective when
used in different types of sales applications (like online VS
in direct sales)?
What are your thoughts???
A prize will go to the most creative answer!
~ Zig Ziglar
~ Zig Ziglar
Just when you think you've got it all figured out, someone changes the rules.
âJudge your success by what you had to give up in order to get it.â
― Dalai Lama XIV