See what I did there? You will in a second.
A few months back I learned the “so that” trick at one of my live events (that’s right, I learn just as much as my attendees do at my events) and I’ve been thinking about it a lot.
It’s a really brilliant trick, and I want to show you why.
See, I’ve told you over and over again that your job is to sell BENEFITS instead of features…but that doesn’t mean that features aren’t important.
Because really, the mistake of selling features is a common mistake for all first-time salespeople across all industries. And there’s a totally innocent reason for it.
If you truly love your industry and your service or product (WHICH YOU MUST) then you are probably obsessed with your features.
Dare I say you even nerd out about them? Maybe just a little bit?
And in some ways that’s a good thing. All great sales and marketing begins with enthusiasm, so you can use your enthusiasm for features as a starting point.