1. Zig Ziglar chp 28
Customers Buys Benefits
When you explain feature & Function speak about Benefits
Car with 15000 miles (Safe tyres)
Insurance Policy – Guaranteed Renewal Policy
Benefit: You can Cancel the Policy at any age

2. Reason for
you to
Buy!
Gym – workout 24/7
Facilities available always
Personalise benefits for the prospects.
Advantage-Work out as per your Convenience.
Personalise the Benefits.
Salesmen should clearly understand the benefits & Express it!

3. Chp 29
Dont emphasise on benefits too Early
Lead with the Prospects Need.
State the need First
Link the need with a solution
Eg: John (Train Staff & Be Active with Family)
Ask questions.
Get Information
Then link the benefits with the need for solution.
Then you will GrabProspects Attention.

4. Positive Words!
Understand
Proven
Easy
Proud
Profit
Value
Chp 3
Power of Words
Be careful with the words & Language
Negative Words
Deal
Cost
Pay
Difficult
Obligation
Prospects they don’t want to hear Negative words (Turn of)

5. Use words like Invest instead of buy
5 Brokers trying to sell house from 3 months (2BHK)
Brokers- Expressing the basic information.
Standards ads (Garage, Hot water, Near stadium)
Facts were expressed
Key to Selling: Word Pictures

6. Women Sold the House!
We’ve been in Home we are very happy in it.
But 2 Bedrooms are not enough, so we must move
House is Cozy
It has wide windows
Shady yards in summer
Protected from streets
Clear view of winter sunsets
You might like to buy.

7. 6 responses next day lead to 1
purchaser
Word pictures play a big role
Memorise them
Results