When creating your benefit sales scripts, don't forget to include scripts for intangible sales benefits.
5 Types of Benefits
Sales Professionals know that benefits are what sells products or services, not features. For example, the Health Care Industry offers the personal benefits of living a longer live through nutritional or dietary supplements that may include exercise equipment. The Insurance companies offer policies that create Peace-of-Mind and confidence in the future for the entire family.
There are 5 different types of benefits:
1. Tangible Benefits
2. Intangible Benefits
3. Benefits of Taking Action
4. Consequences of Not Taking Action, and
5. The Benefit-of-the-Benefit.
Today, we will cover Intangible Sales Benefits.
Intangible Benefits
Intangible sales benefits are elements that you cannot measure; nevertheless, they are very real. Here are some examples:
o Increased Confidence
o Peace-of-Mind
o Have More Energy
o Feeling Attractive or Sexy
o Easier time Fitting-in Socially
o A Sense-of-Belonging
o Satisfaction
o Status
Intangible benefits are some of the most powerful benefits because they tap into a prospect’s emotions. In fact, the emotional impact of an intangible sales benefit is often what closes the sale.
The Peace-of-Mind intangible benefit is often what sells many kinds of insurances and burglar alarms for homes and businesses. The intangible benefits of Status or Sense-of-Belonging are used to sell memberships in all types of organizations.
Use Intangible Sales Benefits in Your Next Presentation
Think of all the intangible benefits of your product or service and integrate these benefits into your next presentation! Each and every product or service has at least several intangible sales benefits that you can embed in several strategic locations in your sales script. Your prospects will immediately identify with these personal and emotional benefits that will help you as a sales professional.
Be sure to read my next Blog Post.
Benefit Scripts Part 3: The Benefits of Taking Action
Sell with Confidence,
John Kurth
Sales Script Writing Expert
Click here to read Benefit Sales Scripts Part 1: Tangible Benefits