when selling benefits doesnt workIt’s not merely frustrating—it’s maddening!

You’ve made your case. You’ve pointed out the many benefits of your product or service. It’s a no-brainer. And the prospect STILL won’t buy!

Why??? And more importantly, what can you do about it?

Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this hour-and-15-minute interview, I discuss:
• The common presentation mistake most salespeople make
• How too many sales “experts” have misled you about sales presentations
• Why benefits aren’t always enough to move people to action
• How continually pushing benefits can actually COST you the sale
• The two types of buyers and how to distinguish between them
• How to move a buyer to action when benefits don’t do the trick
• And much more!

To listen, just click on the link below. Or to download the segment to listen later, right-click the link and select “Save Target As…”

What to Do When Selling Benefits Doesn’t Work: Don Cooper on Breakthrough Business Strategies Radio (mp3)

To learn more about Michele Price and listen to her interview other business experts on Breakthrough Business Strategies Radio (which I strongly recommend), check out www.WhoIsMichelePrice.com.

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