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Actual for You - Features Are The Way NOT To Sell - Benefits Win Business
I meet a lot of different people both socially and professionally. Being self -employed, I'm at many business mixers and networking events. Whether for professional reasons or casual conversation, the question "What do you do?" comes up. The answer is usually your 30-60 second elevator speech... Hi, My name is .... I work for/my com
Which means
You don’t have keep downloading files to other storage devices for archiving
Which means
You don’t have to spend time on the archiving process
Which means
Less time wasted on computer housekeeping
Which means
More time available for profit making business activities.
The final benefit statement, actually produces a mone
To many people, starting their own business is a dream – so how do you move from your dream to reality? Making the move from your regular job with the regular income is a big step. Have you really thought this through? Do you really understand all the changes that you will need to make? Let’s examine how to make the journey as saf
Customers buy BENEFITS – so try to to SELL them, because it's BENEFITS that justify expenditure (of time, money, and effort).
For example: The handle on that mug on your desk is a FEATURE.
The BENEFIT is the ability to enjoy hot coffee without burning your hand.
Sometimes thought to be old fashioned, A&P believe that features and benefits analysis still forms the basis of a sales proposition
When asked, how many salespeople can define the real benefit that a certain feature or property of their product provides?
The phrase we use to turn a feature into a benefit is ‘Which means’
It works like this
The coffee mug has a handle on the side
Which means
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is the salesperson to go to the next stage and maybe beyond to describe the real benefit to the prospect.
Maybe something like this:
The computer has 80 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
Which means
You don’t have keep downloading files to other storage devices for archiving
Which means
You don’t have to spend time on the archiving process
Which means
Less time wasted on computer housekeeping
Which means
More time available for profit making business activities.
The final benefit statement, actually produces a money
Where did we learn that we have to be serious all the time to be taken seriously? In my experience, it’s just not true. When people laugh, they learn. With this in mind, let’s explore how you can be funnier when you give a speech or presentation.I’ve coached hundreds of speaker and have come to one simple conclusion: everybod
Sometimes thought to be old fashioned, A&P believe that features and benefits analysis still forms the basis of a sales proposition
When asked, how many salespeople can define the real benefit that a certain feature or property of their product provides?
The phrase we use to turn a feature into a benefit is ‘Which means’
It works like this
The coffee mug has a handle on the side
Which means
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is the salesperson to go to the next stage and maybe beyond to describe the real benefit to the prospect.
Maybe something like this:
The computer has 80 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
Which means
You don’t have keep downloading files to other storage devices for archiving
Which means
You don’t have to spend time on the archiving process
Which means
Less time wasted on computer housekeeping
Which means
More time available for profit making business activities.
The final benefit statement, actually produces a mone
In your workplace, are you a manager with a smart group of people and they aren't responsive to your ideas or suggestions? If you are then there you are experiencing a workplace gap.You know where you are at this point in your life but there is a gap between where you are and where you want to be? Sometimes the presence of th
Which means
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is the salesperson to go to the next stage and maybe beyond to describe the real benefit to the prospect.
Maybe something like this:
The computer has 80 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
Which means
You don’t have keep downloading files to other storage devices for archiving
Which means
You don’t have to spend time on the archiving process
Which means
Less time wasted on computer housekeeping
Which means
More time available for profit making business activities.
The final benefit statement, actually produces a mone
Before we get into the record specifications for billing oxygen claims, we're going to briefly discuss what is involved with oxygen billing and what it covers. In spite of what a lot of people think, it's more than just the oxygen itself. Oxygen billing, as a part of medical billing itself, is one of the most widely billed items.<
What is needed here is the salesperson to go to the next stage and maybe beyond to describe the real benefit to the prospect.
Maybe something like this:
The computer has 80 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
Which means
You don’t have keep downloading files to other storage devices for archiving
Which means
You don’t have to spend time on the archiving process
Which means
Less time wasted on computer housekeeping
Which means
More time available for profit making business activities.
The final benefit statement, actually produces a mone
The private label bottled drinking water is a growth industry with double digit growth and profit opportunities for the entrepreneur. But like most opportunities care must be taken to seek out and exploit the most profitable niche in the market.A recent market study examined the growth and potential of the market for bottled
Which means
You don’t have keep downloading files to other storage devices for archiving
Which means
You don’t have to spend time on the archiving process
Which means
Less time wasted on computer housekeeping
Which means
More time available for profit making business activities.
The final benefit statement, actually produces a money element into the process, and this could be regarded the only final benefit for business users.
Finally, look at the feature again, and see if there are any other benefits from the feature.
A benefit might be obtained by thinking about the number of storage disks saved, the cost of buying a new PC or hard disk if the alternative is a PC with a small disk.
This gives a clue to finding the real benefit of a feature. If you take that feature away from the product, what problems are have you now got? You will then need to add that feature back to solve the problem!
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