Selling Negative Features Increases Sales | 437

Sales Influence - Why People Buy!

Addressing and highlighting negative features in a sales pitch can be used to pivot to the positive and ultimately increase credibility and sales.

• Mentioning a negative feature can increase credibility and be used to bolster a product or service in sales.
• Addressing product weaknesses proactively in sales conversations can help regain control and pivot to the positive.
• Raise the negative features in a sales pitch, then pivot to highlight the positive outcomes.
• Customers may initially see too many features as a negative, but they will realize the need for them as their business grows.
• Training may seem too long, but for a sophisticated product like ours, it's essential for maximizing return on investment.
• Turn negative features into positives by listing weaknesses, raising the negative, pivoting with "however", and concluding with a positive statement to control your presentation.
• Check out the Sales Velocity Academy for fast courses to help you sell more, and remember to sell hard when you know how.
• It's important for a speaker to focus on delivering real content, engaging the audience, and motivating them, with the main goal being to make the client look good.

Summary for: https://youtu.be/cD9pJtK8GAQ by Eightify