Category Archives: Sales Consulting

Articles about consultative selling, sales questions, and sales active listening.

Selling Benefits vs. Selling Value

Selling Benefits vs. Selling Value

Introduction Traditional sales training has done a fantastic job at teaching salespeople about the differences between selling features and benefits. Benefits are far more persuasive because they translate features into a simple language. This enables prospects to connect your product to the desired outcomes. But will all prospects enjoy your product’s benefits equally? In today’s […]