What are the strawberries or strawberries & cream we’re talking about? In the sales profession, strawberries & cream can mean all the little things that make up the 100% in terms of helping people make a decision in favour of your product or service.
In an article entitled Everybody Sells Strawberries, written by James Levinson, we see the results of a simple enquiry made by the new owner of a hotel, into how the staff communicated to customers about the range of services available.
James Levinson found out that the people on the telephones accepting bookings for accommodation, when asked, what’s the difference between the $80 room and the $120 room, they answered $40! In their minds, it was $40 because no‑one had sold them the benefits (strawberries and cream) that came with the $40.
Reading this article in detail will make a significant difference to the way you speak about your product with passion and belief.
All of us need to regularly fall in love with the products and services we sell. This is how we turn strawberries into strawberries & cream, so that the belief and passion about what we do gets transferred to our customers. To paraphrase James Levinson, you have to love your product 100% before your customer will choose to participate in this love affair.
Have a terrific week.