Business Keynote Speaker Ford Saeks in Action

The Sales Process Has Changed

The market place has changed and it is time to adapt. Specifically buyer behaviors have changed. Buyers are more informed now than they have ever been. Brand loyalty is on the decline and it’s becoming increasingly important for companies to promote their value propositions.

Benefits vs Features

People buy on Emotion and justify with Logic. If you want to stand out from the crowd and get a competitive edge you need to communicate your benefits. To convert a feature to a benefit, ask yourself the question “Which means…”. Ex. I have 15 years of experience WHICH MEANS you can be trusted. Benefits are emotions, people buy on emotions that they justify logically. So you must communicate your benefits emotionally.

The Three M’s of Marketing

The formula to a successful marketing strategy comes down to these three M’s; communicating your MESSAGE, knowing your MARKET, and using the correct METHOD of delivery.

Hire Your Weaknesses

People are good at 1 of 3 things; Making something, Managing something, or Marketing something. It’s not worth your time to strengthen your weakness. So hire your weaknesses.