The Peanut Butter and Jelly Selling Strategy
By Steve Martinez

Every business should follow a proven selling process, consistently. It could be as simple as following my award winning triple decker peanut butter and jelly sandwich recipe.

Bread = Three slices of important customer's issues, concerns and pain points.
Peanut Butter = Unique solution blend that resolves the customer's problems.
Jelly = The sweet benefits that come from investing in the complete solution.

When working with customers and prospects, we should seek out the three highest priorities and challenges our customers have. This is the bread we want to add our special blend of solutions and resolve these challenges. Once we have this understanding, we can apply our sweet nectar of benefits. This will entice clients to enjoy our creation.

Success Comes In Three's

You will notice that my recipe calls for three slices. Why three, because two just doesn't do it. We must find three issues customers have challenges with. The stronger the challenges or pain points, the greater our solution will stick like peanut butter. Customers and prospects are more likely to make a change and adopt our solution when you have three reasons for them.

You will notice the recipe calls for a unique solution blend. Customizing and personalizing your solution to match the customer's needs is critical. We should also package our solution so it is ideally suited to the customer's challenges. Unique, means special and only available from you. If it isn't unique, it can be acquired at another source. When you are spreading your solution, make it stick and put it on the three slices.

Follow the Right Sequence

When you make this delicacy, find the pain points and problems first. This is the foundation you will build on. Next, apply your solution and finish with the benefits.

If you're really making a sandwich, use the back side of a soup spoon to make peanut butter and jelly sandwiches. It is faster and easier than a kitchen knife. I prefer to put the peanut butter on first and then boysenberry jelly with all the seeds. If I do this in reverse, the peanut butter won't stick to the bread and creates a mess. When the peanut butter attaches itself to the bread, it sticks and creates a solid foundation for sweet jelly.
 

If you didn't read this Harvard Article, you should read it.

One of the things is does, is share the benefits of sales automation.

Read it, and call me.

I highlighted the best parts.

Steve Martinez President Selling Magic, LLC Toll free (877) 762-4423 Local call (951) 277-0080 www.sellingmagic.com

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