{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Aug 2025 -  Features, Benefits and Motivation ","description":"In sales, there\u2019s a common pattern that many professionals follow with the best intentions. They ask questions. They probe. They dig into the mechanics of a prospect\u2019s situation\u2014what systems are they using? How much are they spending? What\u2019s not working? Next they tie the pertinent features into benefits for the prospect. But seldom do they get into the crucial questions of motivation \u2013 the WHY. You must be motivated to tune in, so listen up as Scott and I probe, Features, Benefits and Motivation and other appealing appetizers on Episode 679 of the Winning at Selling podcast. Current book \u2013 The Power of Purpose by Mitch Larsonhttps:\/\/www.amazon.com\/Power-Purpose-guide-discover-yours\/dp\/1960111280\/ref=sr_1_1&amp;nbsp; Bill Hellkamp&amp;nbsp;\u2013&amp;nbsp;See my LinkedIn profile and send me an invite Visit my website:&amp;nbsp;http:\/\/www.reachdev.com\/ Scott \u201cProfessor Plum\u201d Plum&amp;nbsp;\u2013&amp;nbsp;See my LinkedIn profile and send me an invite Visit my website:&amp;nbsp;https:\/\/www.mnsales.com &amp;nbsp; ","author_name":"Winning at Selling | Sales Leadership, Training and Development by Scott &quot;The Professor&quot;- Plum and Bill Hellkamp","author_url":"http:\/\/www.winningatselling.com","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/37621355\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/191367100"}