AI and Value Proposition
Selling benefits the proper way
What are the major critiques that customers voice when the sellers try to explain the benefits of their products?
Too generic: “This seems like what everyone would say.”
Too many benefits: “You are throwing all those benefits to see what sticks, but I am getting confused.”
Too scripted: “Same speech as the other clients, right?”
Too product-driven: “You are talking too much about the product and not about how it serves me.”
Too technical: “Alright, you have product knowledge, but I am not following anything you are saying.”
AI can help you solve the core problems of displaying your benefits to customers. There are many benefits, but your argument becomes strong when you focus only on the ones that are “activated” in the specific case of the client. Generic benefit discussions kill the sales conversation. The tactic of showcasing all benefits to highlight the impressive nature of your product only causes confusion. The tailored approach in which you quickly identify all benefits, and then focus on explaining specifically which ones are active in the case of your specific client, is where you can build a powerful conversation.
This is where AI excels, as it can help you analyze the client's specific situation and identify the most salient benefits, allowing you to tailor the discussion accordingly.
More. Benefits become powerful when you can quantify them. This is also where AI can offer opportunities that were not previously available to sellers.
