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Sales Tip #4Features Tell, Benefits Sell… By Jamie
McNaughton, McNaughton Incorporated EXAMPLES:
Window Vases FEATURE: Suction Cups to Window or Mirror Soda Bottle Bird Feeder FEATURE: Attaches to a soda bottle to create
a bird feeder An Articulating TV Mount FEATURE: Articulating Arm Customer says "That’s exactly what I need!" Do
you ever have sales meetings with your sales associates? If so, play the Features & Benefits Game. Choose several high profit products. Divide you sales staff into two teams. Team One will suggest a feature from the
package of the item and Team Two has 15 seconds to come up with the benefits of
that feature. Do two or three
Feature/Benefits for each item. Then try a new product and let the teams switch
from feature to benefit. Make it fun.
Use a variation of the game scoring points for each answer. Or, have a quiz at the end. Hold a contest or
offer a silly prize for the best ideas.
This game will help sales staff learn and focus on each product’s
benefits in a fun way and it will offer them sales ideas they hadn’t thought
of. You should even be able to track the
sales growth on those items as your staff does a better job of “selling” them! So, next time you are rattling off all the cool features of a product, remember, your customer needs to hear the benefits. Remember and remind sales people frequently -- Features Tell, Benefits Sell! If your time is limited, skip the features and focus on the benefits. Happy Sales! Jamie McNaughton is Vice President and Co-Founder McNaughton Incorporated |
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