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