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

Top Performers’ Discovery Calls 76% Longer and Presentation Meetings 55% Longer than Average Performers

8% of salespeople say that their sales teams generate high-quality leads

57% of C-level buyers prefer to be contacted via phone.

80% of new leads never translate into sales

Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations

60% of customers say no four times before saying yes.

77% of respondents said that their company provides at least a quarter of their leads

55% of B2B buyers search for information on social media.

54% of sales leaders say proposals sent is one of the most important productivity metrics to track

LinkedIn is the #1 social media platform for B2B leads.

More Sales Strategy Stats

71% of salespeople are using social selling tools

54% of sales leaders say proposals sent is one of the most important productivity metrics to track

Remote Sales Management: 67% Find It More Challenging Than Expected

Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations

32% of sales reps spend an hour or more on data entry every day

81% of people prefer to open emails on their smartphones

The businesses’ buying process will involve around 6-10 decision-makers

72 percent of business leaders said that sales tool integrations are essential to retaining business and beating the competition.

92% of consumers trust referrals from people they know

69% of recipients report spam based only on the subject line

Ready to reinvent your sales process and tools?

One quick call and we'll share our approach - no pressure.

Schedule your demo