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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212-888-0053
Selling Benefits:
- The participants will better understand how to sell what people WANT to buy, the particular benefit they want out of your product or service.
- 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
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- Security
- Convenience
- Peace of Mind
- Economy
- Save Time
- Reliability
- Save Money
- Customers buy BENEFITS
- Using a "Transition Bridge" to Turn a Feature into a Benefit
- Presenting Your Case in Court (Fun Exercise)
- Selling what People REALLY Want to Buy
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Selling Value
- Learning to Build Value into your Offering
- Why Customers Buy Value
- VALUE is a Psychological Concept ONLY
- Value vs. Worth
- Increasing the Value in the Customer's MIND
- Selling the Value of your Product or Service
- What Value or Worth Does Your Product Have? (Exercise)
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