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Aug 2025 - Features, Benefits and Motivation

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Manage episode 497558233 series 30634
Content provided by Scott "the Professor" Plum and Bill Hellkamp, Scott Plum, and Bill Hellkamp. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Scott "the Professor" Plum and Bill Hellkamp, Scott Plum, and Bill Hellkamp or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In sales, there's a common pattern that many professionals follow with the best intentions. They ask questions. They probe. They dig into the mechanics of a prospect's situation—what systems are they using? How much are they spending? What's not working? Next they tie the pertinent features into benefits for the prospect. But seldom do they get into the crucial questions of motivation – the WHY.

You must be motivated to tune in, so listen up as Scott and I probe, Features, Benefits and Motivation and other appealing appetizers on Episode 679 of the Winning at Selling podcast.

Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1

Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/

Scott "Professor Plum" Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

  continue reading

367 episodes

Artwork
iconShare
 
Manage episode 497558233 series 30634
Content provided by Scott "the Professor" Plum and Bill Hellkamp, Scott Plum, and Bill Hellkamp. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Scott "the Professor" Plum and Bill Hellkamp, Scott Plum, and Bill Hellkamp or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In sales, there's a common pattern that many professionals follow with the best intentions. They ask questions. They probe. They dig into the mechanics of a prospect's situation—what systems are they using? How much are they spending? What's not working? Next they tie the pertinent features into benefits for the prospect. But seldom do they get into the crucial questions of motivation – the WHY.

You must be motivated to tune in, so listen up as Scott and I probe, Features, Benefits and Motivation and other appealing appetizers on Episode 679 of the Winning at Selling podcast.

Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1

Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/

Scott "Professor Plum" Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

  continue reading

367 episodes

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