Sales Presentation Delivery. Module Seven. Learning Objectives. Describe the difference between features, potential benefits, and confirmed benefits and the role they play in benefits selling. Construct complete selling points using feature in benefits statements.
Salespeople should strive to communicate to the buyer . . .
This printer has two separate paper trays.
Two separate paper trays allows the user to print letters and envelopes at the same time.
Buyer: “I want to be able to print letters and envelopes at the same time.”
A quality or characteristic of a product.
The value a feature provides.
The value a feature provides that the customer acknowledges as important.
A selling point is the combination of a feature and meaningful benefit statement.
When used strategically, selling points are powerfully persuasive because they represent solutions addressing the buyer’s most pressing needs.The Importance of a “Selling Point”
Closed-ended questions designed to clarify, check for understanding, confirm interest, or confirm resolution of a concern.
Sales Call Setting meaningful benefit statement.
And Sales Aids
“In January, Fortune magazine recognized CDW as the top rated technology vendor on the basis of services provided to the buying customer.”
S meaningful benefit statement.
tate selling point & introduce the sales aid
resent the sales aid
xplain the sales aid
Buying Team meaningful benefit statement.Group Sales Presentations
“When selling to groups, salespeople can expect tough questions and should prepare accordingly”
“When selling to a group, salespeople should take every opportunity to pre-sell individual group members prior to the group presentation”
Buying Team meaningful benefit statement.Sales Tactics for Selling to Groups
Buying Team meaningful benefit statement.Handling Questionsin Group Presentation