but I would think that the majority of products and services are best sold by showing the person how it will benefit them.
I count not having my kids drown as a benefit
Your right though, apart from the fact that there IS no right or wrong way, different people need to be sold to in different ways for the same product.
PUPS - present, undesirable, problem, solution
'Don't let your kids drown' - currently you are running the risk (present). Your kids might drown (undesirable mostly). Your pool is dangerous (problem) get a pool safety cover (solution). You have to qualify the solution bit though by using one (or more) of the reasons for buying I mentioned earlier.
Security. Our pool covers are securly fixed prevent accidental removal by little hands.
performance - Made from high grade durable PVC, it will not crack or fade, and will last a lifetime. (this is durability & appearance)
How could you face losing a child of your own family or friends? It just does not bare thinking about. (undesirable again) You can buy total peace of mind, and not have to put a price on the life of a child or pet. (total pressure selling) and at only $49.99 it would be wrong to say no
tell me Mr Client, Do you think $49.99 is too high a price to protect the life of children?