Wednesday, May 4, 2011

BUS 3500 Week 12

This week we learned about advertising. As part of advertising the textbook pointed out that you need to identify the product's benefits. It gave the following suggestions.
  • Sell the Sizzle, not the Steak

  • Sell product’s benefits, not its attributes

  • A benefit should answer “What’s in it for me?”

  • Ask “So?” to determine if it is a benefit
I liked this part the best because selling the sizzle not the steak, because this is what I've tried to do at my workplace. When selling appliances, furniture or anything for that matter it is easy to fall back on the attributes. Since learning about this, I have tried to implement the suggestions given in this chapter in my sales approach.

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