Selling Benefits (not features)
Audience
This course is ideal for delegates who want to develop their Sales presentation techniques by selling the benefits of their product instead of simple and basic features.
Objectives:
By the end of this course, delegates will be able to –
- Describe the difference between a product feature, it’s advantage and it’s benefit to the customer
- Explain and understand that customers are not interested in features – only how they benefit
- Present a Sales proposal to a customer using FAB style and technique
Course Content
- The trap of presenting only features and worse….irrelevant features to customers and expecting them to buy
- Passing the customers ‘So What?’ test
- WIIFM …what’s in it for me
- Identifying features, translating that to advantages and converting to benefits
- Putting it all together, becoming polished and fluent
Benefits
- Heightened credibility when presenting a sales proposition to a customer
- Increased Sales performance resulting from better technique
- Certificate of completion as a record of professional development