your sales depend on knowing this

Your Sales Depend onKnowing This

THERESA DELGADO

There are two stages to making a buying decision.

TheresaDelgado.com | Solve a Problem. Make Money.

We’re not talking about the process where…


the buyer realizes theyhave a need,


starts researching


and then makes a decision.


We’re talking about theactual decision.


In just a few short seconds a person can go from “hmmm” to

“yes.”


The Two Stages of aBuying Decision

The first part is based completely on emotions.


The second part is backing up emotional decision with

logic and facts.


The benefits tap into emotional buying triggers and the features

are the logical part of the equation.


What’s the Difference Between Features and Benefits?

Features are the characteristics of your offer.


Benefits connect with the emotions buyer’s experience.


Features and benefits are just like logic and emotions.


Tap into your customer’s buying decision.


The benefits of your offer are why customers buy from you.


Logic and featuresseal the deal.


If you’ve lost one customer this year to your competition…


Create a message that they remember when they’re

ready to buy.

Go toTheresaDelgado.com/SalesPitch

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