Serial entrepreneur and sales expert Dr. Andreas Boettcher discusses the common pitfall of focusing on features in sales rather than working to solve “pain points” — customer problems are not addressed by surface-level benefits.

SAN DIEGO, CA — February 13, 2015 — Entrepreneur, author, and trainer of trainers Dr. Andreas Boettcher published a new article entitled “Why You Need to Sell the Outcome, Not the Features.” In the article, he explains that sales professionals have found that focusing on “features” (skills, qualifications, resources, etc.) is the least effective sales tactic. Instead, focus on the outcome — the resolution to a potential client’s problem, need, worry or fear.

Dr. Andreas says, “You can have the latest and greatest resources, offer the best price, or be the friendliest professional in your field, but if you can’t convince your targets that you’re the only one who can solve their specific problem, then you have a big problem. Sure, features matter, but they are second tier. Close the deal by leading your ideal client with solutions they are looking for and only you can provide by speaking directly to their emotional needs; then keep them coming back for more with your fabulous delivery & customer service.”

Dr. Andreas Boettcher is a world-renowned speaker, sales expert, and author with multiple million-plus dollar businesses to his name. The former Director of Sales for Peak Potentials Training, Dr. Andreas led all aspects of sales, building a new million-dollar sales team from scratch and overseeing offers presented from the stage, including scripting. As a three-time Ironman Triathlete with over 50 races to his name, Dr. Andreas draws from his own learned self-discipline and business acumen to share compelling stories and proven content filled with inspiration, motivation, and resources to help others do the same or even better.

Read the whole article here http://www.drandreas.com/blog/need-sell-outcome-not-features/

About Dr. Andreas Boettcher:

Author of Amplify Your Talk: How to Instantly Attract New Clients in Less Than an Hour With Virtually No Marketing Costs and renowned international speaker, Dr. Andreas Boettcher has shared his sales and public speaking expertise with entrepreneurs, service professionals, and experts worldwide.

Dr. Andreas is a successful entrepreneur with multiple million-plus dollar businesses to his name. The former Director of Sales for Peak Potentials Training, Dr. Andreas led all aspects of sales, building a new million-dollar sales team from scratch and overseeing offers presented from the stage, including scripting.

Dr. Andreas has personally delivered over 1,000 presentations and shared the stage with Tony Robbins, Dr. Deepak Chopra, Peter Diamandis, Mark Victor Hansen and Brian Tracy. He continues to work with Success Expert Brian Tracy, as his Master Sales Trainer.

Dr. Andreas offers workshops and trainings for professional sport teams in the NBA, NHL, NFL, and MLB, teaching relationship-based selling skills in order to customize the fan experience while building long-term relationships with their fans.