Is it necessary for salespeople to shift their focus away from product features?
Top Performers Have 63% Less Focus on Product Features
Salespeople have long been taught to focus on the features and benefits of their product or service, but new research shows that top performers are doing something different. According to a study conducted by Sales Insights Lab, during presentations, product features come up 63% less in top performers’ conversations than in everyone else’s.
The study found that top performers are instead focusing on their prospect’s needs and pain points, and tailoring their pitch accordingly. This approach allows them to have more meaningful conversations that build trust and establish rapport with their prospects.
This is a significant departure from the traditional sales approach of listing off product features and benefits in the hopes of convincing the prospect to buy. The study shows that this approach is not as effective as tailoring the conversation to the prospect’s specific needs and concerns.
The importance of this distinction cannot be overstated. Salespeople must move away from focusing solely on their product or service’s features and benefits and instead focus on understanding their prospect’s unique situation and needs. By doing so, they can have more effective conversations that lead to higher close rates and more satisfied customers.
By focusing less on product features and more on the prospect’s pain points and needs, top performers are able to close more deals and generate more revenue. If you’re interested in learning how to improve your sales skills and become a top performer, consider booking a demo with saleslion.io today. Our sales experts can provide valuable insights and strategies to help you excel in your sales career. Don’t wait, take the first step towards sales success by booking a demo now!
More 2022 Stats
B2B buyers are 57%-70% through buying research before contacting sales.
60% of customers say no four times before saying yes.
Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations
Sales enablement initiatives increased sales for 76% of companies by 6%-20%
More Sales Strategy Stats
84% of B2B buyers start the purchasing process with a referral
40% of Salespeople Struggle with this Critical Sales Process
92% of consumers trust referrals from people they know
Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations
85 Percent of Consumers Conduct Online Research Before Making a Purchase Online
77% of B2B buyers reported that their latest purchase was either “Difficult” or “Very Complex”
Why 40% of Sales Professionals Didn’t Achieve Their Revenue Goals in 2020
Personalizing email subject lines leads to a 22% increase in open rate
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