What I do

•October 19, 2014 • Leave a Comment

Grande and Associates LLC provides services to assist startup businesses and small businesses customize, maintain and improve marketing and sales efforts at an affordable cost. Specializing in digital newsletters and CRM, we can also get you set up and running with social media.

For my larger real estate customers I provide an employee audit service designed to give you the actionable information you need to ensure your front line employees are performing to your expectations. With 20 plus years past experience in property management as an owner, and a past president of the Madison Apartment Association, I know what you need to know to keep your business running profitably.

As a unique blend of tech-savvy and sales smart, my customers appreciate my flexibility to undertake a variety of projects.

Networking Event

•April 22, 2012 • Leave a Comment

GMCC Business Expo

Tuesday April 24th    9:00am-5:30pm

The Alliant Energy Center-Exhibition Hall

Networking Event

•April 12, 2012 • Leave a Comment

Downtown Madison Inc.

New Faces New Places

Thursday April 12th  5:00pm-7:00pm

Henry Vilas Zoo

Networking Event

•April 2, 2012 • Leave a Comment

Madison Business Exchange (MAX)

Wednesday April 4  11:30am-1:00pm

Bonfyre Grill

Good Benefit Statements Start With Good Questions

•March 27, 2012 • Leave a Comment

When I’m evaluating a sales or leasing agent, one of the areas I look at is their use of benefit statements during the sales presentation. What I’ve learned from this evaluation process is there’s an elusive understanding (industry wide) of what a benefit statement is and how to develop it.

The best way to describe a benefit statement is that it should communicate benefits in a way that truly reflects and caters to the situations, problems, needs, and desires of your target market. So that means digging deeper, learning more and communicating benefits that have meaning and relevancy with your audience. Your words should appeal to specific buyer motives for the specific individual standing before you.

Digging deep by asking good questions first prevents you from making unfounded assumptions of what your prospect considers a benefit.

Once you’ve established what’s important to the individual, you’ve eliminated all of the guesswork and you can provide them powerful, specific benefits that address their specific needs.

If you’re using a general benefit statement about a feature, customize it with the information you’ve learned about the individual through your questioning and qualifying skills. Frame the benefit to the buyer motives. I recently read an article that suggests thinking about the phrase, “so what that means to you” when you create your benefit statements. For example when you speak of something being convenient, think about what makes it convenient? What is convenience to the person before you? Does it save them time and how? Does it make their life easier and how? Maybe that convenience will somehow save them money, how so?

Taking the time and forethought will assist you in delivering an awesome benefit statement that really means something!

 

Networking Event

•March 26, 2012 • Leave a Comment

Business Professionals Happy Hour

Wednesday March 28th

4-7-The Madison Club

Good Benefit Statements Start with Good Questions

•March 23, 2012 • Leave a Comment

When I’m evaluating a sale’s or leasing agent, one of the areas I look at is their use of benefit statements during the sales presentation. What I’ve learned from this evaluation process is there’s an elusive understanding (industry wide) of what a benefit statement is and how to develop it.

The best way to describe a benefit statement is that it should communicate benefits in a way that truly reflects and caters to the situations, problems, needs, and desires of your target market. So that means digging deeper, learning more and communicating benefits that have meaning and relevancy with your audience. Your words should appeal to specific buyer motives for the specific individual standing before you.

Digging deep by asking good questions first prevents you from making unfounded assumptions of what your prospect considers a benefit.  Once you’ve established what’s important to the individual, you’ve eliminated all of the guesswork and you can provide them powerful, specific benefits that address their specific needs.

If you’re using a general benefit statement about a feature, customize it with the information you’ve learned about the individual through your questioning and qualifying skills. Frame the benefit to the buyer motives.  I recently read an article that suggests thinking about the phrase, “so what that means to you”  when you create your benefit statements. For example when you speak of something being convenient, think about what makes it convenient.  What is convenience to the person before you? Does it save them time and how?  Does it make their life easier and how? Maybe that convenience will somehow save them money, how so?

Taking the time and forethought will assist you in delivering an awesome benefit statement that really means something!

 

 

 
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