| When I'm presenting sales presentation training | | | | benefit that you are presenting. Focus on the |
| I'm amazed at how many people can't use | | | | benefit of cost effective motoring and only use |
| features and benefits effectively. With sales | | | | the features of the car to support how the |
| training to understand real features and benefits | | | | benefit is delivered. This sales training can be just |
| they can quickly see how to increase sales and | | | | a simple change of your viewpoint on features |
| make more money. If you are one of the people | | | | and benefits. Many sales people are experts on |
| that don't understand how to use features and | | | | the features of their product, and we all like |
| benefits, then that's great news. It's great | | | | talking about topics we are experts on. The |
| because you can expect a big increase in your | | | | benefits customers want can be unique to each |
| results when you add this sales presentation | | | | individual and not as easy for sales people to talk |
| training to your sales skills. It gets to the very | | | | about. This is where sales presentation training is |
| core of why people buy, and that they want the | | | | important. To learn how to increase sales with a |
| benefits of the product or service, not the | | | | great presentation you must learn how to focus |
| features. | | | | on the benefits not the features. |
| Definition of Features and Benefits So let's start | | | | A quick sales presentation training technique Try |
| with a working definition of both features and | | | | this quick sales presentation training technique and |
| benefits: A Feature is what the product or service | | | | see if you understand the relationship between |
| does, how it works, what it looks like, the | | | | the buyer's needs, the product features, and the |
| mechanics of it. A Benefit is what the features do | | | | sales benefits. Choose a common need or want |
| for the customer. A feature of this sales | | | | that your customers express when you are |
| presentation training is the information it will give | | | | selling to them. Now select the feature or |
| you to add to your sales skills. A benefit of that | | | | features of your product that can give them that |
| feature is the extra income you can earn as a | | | | what they want. When I'm giving sales |
| result of the additional sales you will close. Every | | | | presentation training it's at this point that the |
| feature can have lots of benefits. Many features | | | | delegates start presenting. Don't, you will only be |
| can have the same benefits. The information you'll | | | | presenting features and that's not what the buyer |
| find on this page is a feature. The benefits are | | | | wants to hear. Add another link to the chain and |
| endless and they all result in you gaining | | | | now select the benefits of those features that will |
| something. | | | | match the buyer's needs and wants. This is how |
| How to increase sales using features and benefits | | | | to increase sales when presenting. It may sound |
| At some point in your sales process you ask the | | | | something like this: You said; saving money, |
| customer some questions to establish what they | | | | compared to what you currently pay out for fuel |
| want. These wants are usually expressed by the | | | | each month, was important to you. (Customer |
| customers as benefits. Saving money, feeling | | | | want) This car has the latest fuel saving |
| safe, and looking good, are all examples of | | | | technology that will give you 60 miles to the gallon |
| benefits. None of these are features. In your | | | | around town. (Feature) That means you will fill up |
| sales presentation your aim is to present a sales | | | | once every ten days instead of once a week as |
| proposal that gives the customer what they | | | | you currently do. So let's look at what you'll save |
| want. What they want are the benefits, not the | | | | over a typical year. (Benefit) Add some |
| features. The features are just the tools that | | | | agreement gaining at the right places and you've |
| supply the benefits. If a customer wants a car | | | | got the bases of a great sales presentation, with |
| that is cheap to run they don't want a boring | | | | effective use of sales training on features and |
| sales presentation on the technical features of the | | | | benefits. Sales presentation training is all about |
| engine and its fuel consumption. They want a | | | | showing the customer a sales proposal with |
| presentation on the benefits, and in this example | | | | benefits that match their wants. It's an important |
| that is how it saves them dollars. Yes, you will | | | | part of your selling process, and investing in more |
| include some features of the fuel economy | | | | of these sales skills is how to increase sales and |
| system in your sales presentation, but only the | | | | make more money. |
| few that are directly related to the main sales | | | | |