Terry Hansen-MaxValue Selling Rule#39

 

MaxValue Selling Rule #39: ‘Present only the product features that produce the benefits the prospect has previously expressed they want to have.”-Terry L. Hansen

It is vitally important to offer options and features to the consumer that they have already showed an interest in. Car salesmen don’t sell trucks to soccer moms who are looking for more seats, they sell them vans! Just as in this example, you should target your consumer with things that they only want and need.