How we change what others think, feel, believe and do

Make a benefits statement

Techniques > Conversation techniques > Opening the conversation > Make a benefits statement

Description | Example | Discussion | See also

Description

When you want to gain and hold their attention, make it clear from the beginning that you can give them something that they will value.

A useful way of grabbing attention is to tell them something good that they might get by remaining engaged with you. The trick is to give just enough information without giving away the whole show.

Example

We've increased the profits of all customers we've worked with this year by at least five per cent. I want to see if we can do the same for you.

I was wondering if you would you like to spend a month in Mediterranean without it costing you anything.

I have helped over a thousand people to find their perfect partner.

Discussion

When you talk about the outcomes that you can create for them, this makes them both interested in the possibilities and also curious as to how you might do this. This leads them to ask open questions about 'how', which you can then use to move the conversation in the right direction.

When you give only partial information, their need for completion and to meet goals will do the rest, leading them to ask you for more information.