{"id":43246,"date":"2026-01-02T17:20:09","date_gmt":"2026-01-02T17:20:09","guid":{"rendered":"https:\/\/greatdemo.com\/?p=43246"},"modified":"2026-01-02T17:20:09","modified_gmt":"2026-01-02T17:20:09","slug":"which-vendor-statement-has-more-impact","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/which-vendor-statement-has-more-impact\/","title":{"rendered":"Which Vendor Statement Has More Impact?"},"content":{"rendered":"<p>Compare these:<\/p>\n<ul>\n<li>\"Si compra nuestro software, ahorrar\u00e1 tiempo y dinero...\".<\/li>\n<li>\"Si implanta nuestro software, parece que reducir\u00e1 el tiempo de finalizaci\u00f3n de sus proyectos en 20%, podr\u00e1 reasignar 4 ETC a otras tareas m\u00e1s valiosas y ahorrar\u00e1 m\u00e1s de $750.000 anuales, seg\u00fan las cifras que nos ha facilitado.\"<\/li>\n<\/ul>\n<p>La diferencia entre estos dos enfoques es asombrosa y tiene una enorme repercusi\u00f3n en la percepci\u00f3n de valor de sus clientes potenciales.<\/p>\n<p>Sales, presales, and other customer-facing staff are repeatedly urged by their managers to \u201ccommunicate value.\u201d Some players fail completely and only present features: \u201cWe have this fabulous Biframulator function!\u201d This is a far-too-large population.<\/p>\n<p>Others try to communicate value, but their statements are meaningless: \u201cWith our Biframulator feature you\u2019ll save time and money!\u201d<\/p>\n<p>A wiser population of vendor staff offer <em>beneficios<\/em> statements that match capabilities to prospect needs: \u201cAnd you told us that the Biframulator capability is an important part of your solution.\u201d This type is better, because it shows that some <a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/ref=sr_1_1?crid=1U8XAZMG8HBYK&amp;keywords=doing+discovery&amp;qid=1659904849&amp;s=books&amp;sprefix=doing+discovery%2Cstripbooks%2C216&amp;sr=1-1\" target=\"_blank\" rel=\"noopener\">descubrimiento<\/a> was completed and acknowledged. However, as a <em>valor<\/em> statement it is <em>todav\u00eda<\/em> insufficient to support buyers\u2019 cost justification requirements.<\/p>\n<p>La venta de soluciones, la venta centrada en el cliente y otras metodolog\u00edas de venta definen las diferencias entre caracter\u00edsticas, ventajas y beneficios como:<\/p>\n<ul>\n<li><em>Caracter\u00edsticas<\/em> son descripciones de las capacidades que ofrece un producto o servicio.<\/li>\n<li><em>Ventajas<\/em> are the gains or improvements that a customer <em>puede<\/em> enjoy but lack the prospect\u2019s confirmation of need.<\/li>\n<li><em>Beneficios<\/em> represent the value a product can provide that <em>incluye<\/em> your prospect\u2019s confirmation of the need, and its <em>tangible<\/em><\/li>\n<\/ul>\n<p>He aqu\u00ed ejemplos de c\u00f3mo comunicar valor siguiendo estas definiciones:<\/p>\n<ul>\n<li>Feature Approach: \u201cWith our Biframulator, you\u2019ll save time and money\u2026!\u201d<\/li>\n<li>Enfoque ventajoso: \"Algunos de nuestros otros clientes han ahorrado miles de d\u00f3lares con nuestra soluci\u00f3n\".<\/li>\n<li>Planteamiento de beneficios: \"Parece que ahorrar\u00e1s m\u00e1s de $750.000 anuales, seg\u00fan las cifras que hemos discutido\".<\/li>\n<\/ul>\n<p>Question: Whose numbers are most believable?<\/p>\n<ul>\n<li>Planteamiento de caracter\u00edsticas: No, no es m\u00e1s que una afirmaci\u00f3n vac\u00eda del vendedor.<\/li>\n<li>Enfoque ventajoso: Mejor, ya que las cifras (en teor\u00eda) proceden de otro cliente y, por tanto, son un poco m\u00e1s cre\u00edbles.<\/li>\n<li>Benefit Approach: Best, without question, because the numbers came from your prospect!<\/li>\n<\/ul>\n<p>El personal de atenci\u00f3n al cliente de los proveedores reci\u00e9n llegados tiende a empezar con declaraciones de caracter\u00edsticas. El personal de los vendedores que a\u00fan son j\u00f3venes, pero se est\u00e1n desarrollando, intentan evitar las declaraciones de caracter\u00edsticas y se centran en las ventajas y los beneficios. Los veteranos saben que las declaraciones de ventajas son las que m\u00e1s influyen y gu\u00edan sus conversaciones en consecuencia.<\/p>\n<p>&nbsp;<\/p>\n<p>And here\u2019s how to uncover the numbers you need for benefit statements!<\/p>\n<p><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>Compare these: \u201cIf you buy our software, you\u2019ll save time and money\u2026!\u201d \u201cIf you implement our software, it looks like you will reduce your<\/p>","protected":false},"author":2,"featured_media":43247,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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