Selling Benefits & Selling Value
Demonstrating the Value of Your Product
"People buy what products can do, NOT what they are." In this workshop, participants will learn the difference between a FEATURE and a BENEFIT.
Examples will be given relating to the particular product or service being offered. Each attendee will develop a matrix of features for these products or services, and then they will CHANGE them into meaningful, viable BENEFITS.
Attendees will learn how to present what they are trying to sell to the customer utilizing good, powerful, BENEFIT oriented words. Additionally, there will be a discussion of Yale University's list of the "Seven Most Powerful Words in the English Language", which have been proven in getting to persuade people to act.
Each person will take part in an interactive workshop where they will learn and understand how to introduce the appropriate benefit in their sales presentation to their prospective customer.
Participants will each take part in a group exercise.
The class will be divided into teams and each team must present their
"case" as to why a customer should buy THEIR product as "opposed to
the competitors' product" by stressing the benefits of their offering.
A "judge" will score the teams on how well they presented their "case"
of selling BENEFITS. Each member of the winning team will get a prize.
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Selling Benefits: |
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The participants will better understand how
to sell what people WANT to buy, the particular benefit they
want out of your product or service.
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You will see the value of utilizing the "Power
Words" when attempting to persuade the prospects to realize
the value of what it is you are attempting to sell.
Feature or Benefit?
People BUY what Products can DO, NOT what they are
The Seven Power Words:
Security
Convenience
Peace of
Mind
Economy
Save Time
Reliability
Save Money
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Customers buy BENEFITS
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Using a "Transition Bridge" to Turn a Feature
into a Benefit
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Presenting Your Case in Court (Fun Exercise)
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Selling what People REALLY Want to Buy
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Selling Value |
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Learning to Build Value into your Offering
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Why Customers Buy Value
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VALUE is a Psychological Concept ONLY
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Value vs. Worth
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Increasing the Value in the Customer's MIND
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Selling the Value of your Product or Service
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What Value or Worth Does Your Product Have? (Exercise)
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