What is an 'tag' in the context of restating a benefit in sales?

In the context of restating a benefit in sales, a 'tag' refers to a technique for asking for confirmation. This involves pairing a statement about a benefit with a question or prompt that encourages the customer to agree or engage further. For instance, after highlighting a specific benefit of a product, a salesperson might ask, "Doesn't that sound appealing?" This approach not only reinforces the value of what is being offered but also invites the customer to confirm their interest and promote a dialogue.

When confirming what a customer appreciates about a product, it's essential for the salesperson to gauge their responses and adjust the conversation accordingly. This technique helps in maintaining customer engagement and progressing the sales conversation toward a positive outcome.