Getting to the core benefit statements

This one is simple but requires some thought. When you make a statement about what a product can do...ask yourself...this question..."Which means what?" And when you answer that question...follow it up again with the question..."Which means what?" Eventually you will get to a core benefit statement. Here is an example. Let's say that when a call comes in...a system can ring your office phone and your cell phone simultaneously. Which means what? Which means you can be found at either device. Which means what? Which means that you won't miss calls while you are away from the office. Which means what? Which means (to a salesperson) that they won't miss a call from a prospect. "Which means what?" Which means that while a salesperson is on the road they will be able to communicate with prospects. "Which means what?" Which means that the salesperson will sell more. Which means what? Which means that the company's sales revenue will be increased. Ah..ha...we have a benefit statement. "Mr. Owner...the feature (I am about to demonstrate for you) will increase your company's sales revenue because (while they are on the road) sales people will not miss important calls from prospects!" Excellent Selling!