Tag Archives: Features

The ‘Not Needed Bits’

The ‘Not Needed Bits’

I’m working with a real estate client at the moment. It’s a large development that’s been ongoing for a couple of years. He rang me last week very excited. “Block 10c” is now completed; we needContinue Reading

Do You Sell Positive or Negative Benefits?

Do You Sell Positive or Negative Benefits?

I was always taught when I began selling advertising time to clients that by all means sell the features of the product, but always reinforce the benefits. Want is the difference between a benefit and a feature? A feature is a characteristic of a product and a benefit is what it will give the prospectContinue Reading

I Have Been in Business for 25 Years….

I Have Been in Business for 25 Years….

Yawn, yawn, yawn… wake me up when you’re finished. How many times have you heard an advertiser insist that you put in how many years they have been in business in their marketing material? Lots I am sure. In our latest video, Mike Brunel and Shaun Fay discuss why that position of service is notContinue Reading

Don’t Let the Negotiating Cat Out of the Bag

Don’t Let the Negotiating Cat Out of the Bag

I snapped this photo the other day while in the city after it highlighted what I think is a serious negotiation flaw. We’ve talked before about selling features and benefits first, and selling on priceContinue Reading

Sell Yourself in 2011

Sell Yourself in 2011

Welcome to 2011 everyone! Hope you all had an enjoyable break with friends and family and are recharged and ready to go for the new year. I wanted to start this year by talking about the most importantContinue Reading

Selling Like Apple

A friend of mine on Facebook made an interesting point yesterday after the announcement of the new iPhone: … laughs at Apples new iphone4. The ground breaking features such as bluetooth, 5mp cameraContinue Reading

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