Every salesperson falls into a slump from time to time. When you are in a slump, it’s a good time to review your sales presentation starting with your “I B S”. “I B S” stands for Initial Benefit Statement. When you are able to get the buyers attention at the start of your presentation, chances are you will keep him engaged right up to the close.
A successful presentation begins with a powerful “I B S” and then continues by satisfying the 3 most common concerns that buyers have.
Keep your “I B S” brief, about 15 seconds is ideal. Hook the buyer with an appetizing benefit that will make him hungry to hear more, and keep fine tuning your “I B S” to make it better and better. With a strong “I B S” you may be able to avoid those sales slumps.