CONVINCING WITH BENEFITS: EFFECTIVE SALES ARGUMENTS

Selling isn’t just about saying “my product is amazing” or “you’ll love it”. It’s about showing the customer how your product or service can solve a real problem they have, something they truly need. If you’re an entrepreneur just starting out, this might seem challenging, but don’t worry – we’ve got your back, and we’ll make it simple!

In this article, we’ll show you how to convince your customers by presenting the real benefits your product offers. No technical jargon or complicated examples. Just everyday, practical examples you can start using right away.

Have you ever been in a conversation where the seller gives you a never-ending list of product features, but you have no idea how they benefit you? 🤦‍♂️

Imagine you’re looking for a blender. The salesperson tells you it has 500W of power, a high-speed motor, and an anti-slip base. Sounds good, right? But… what does that mean for you? What does it do for YOU as a customer?

The trick is to turn those features into real benefits:

• Feature: The blender has 500W of power.
• Benefit: That means your smoothie or juice will be ready in seconds, with no waiting around and without losing any nutrients. Perfect for a quick breakfast!

See the difference? It’s not just about listing what the product does, it’s about explaining how it makes the customer’s life easier. That’s the magic of benefits: they turn something technical into something tangible the customer can understand and value.

2.1. THE SIMPLE APPROACH: HOW TO CONNECT EVERY BENEFIT WITH THE CUSTOMER

When we talk about selling those benefits, we need to connect them with what really matters to your customer. A good trick is to think about their problems and show them how your product solves them.

Example: If you’re selling a coffee mug that keeps your drink hot for hours, don’t just talk about the technology (that’s not what they care about). Talk about the benefits:

• Benefit: No more reheating your coffee 3 times a day, because this mug keeps it at the perfect temperature. Ideal for a busy morning!

Sound better now? Connect with what really matters to the customer, and you’ll see how the interest starts to build.

2.2. CONNECTING WITH CUSTOMER NEEDS: LISTENING IS KEY

Listening to your customer is key. Don’t jump into explaining everything your product can do – first, listen. Ask questions! If you don’t know what they need, you won’t be able to offer something valuable.

Example: If a customer walks into your store and you ask them, “What are you looking for today?”, and they say, “I need something to keep my coffee warm during my workday,” you already know the problem. Now you can offer them your magical mug, no need to list every feature, just the solution to their problem.

We know there are thousands of similar products on the market, but… why should the customer choose you? This is where knowing your competition and highlighting your advantages makes all the difference.

It’s not enough to say “we’re the best.” You need to be specific and clear about what makes you different.

Example: “Our mug keeps your coffee hot for 5 hours, while most mugs on the market only keep it hot for 2.” Here’s where you can highlight what makes you unique and how your product solves the customer’s problem better.

You’ve talked about the benefits, connected with the customer, and highlighted what makes you better than the competition. Now, it’s time to close the sale. Here, you don’t need a grand speech; just summarize the benefits and make sure the customer sees they’re making a great decision.

Simple closing example: “To wrap it up, with our mug, you’ll immediately see an increase in your team’s efficiency, save time on repetitive tasks, and enjoy the peace of mind of a solution that will grow with your business. Are you ready to get started?”

Convincing a customer with benefits is an art that’s based on understanding their needs and translating the product’s features into tangible advantages for them. By using a simple approach, connecting with the customer’s needs, and highlighting what sets you apart from the competition, you’ll be in a much stronger position to close the sale. Remember, sales aren’t just about selling a product—they’re about offering a solution that makes the customer feel better.

Now, we’d like to know: What do you value most when making a purchase? Convenience, price, or clear benefits? If you want more tips on how to improve your sales, feel free to get in touch with me. You can send me a message through the form below.