Features And Benefits:

This module explains how to sell what you sell. The ability to feature and benefit your product or service to customers is key.  In order to offer the correct type of feature to a customer, you first have to determine a need.

For example, let’s say you sell appliances. A customer that has come into your store is interested in purchasing a new dryer. You are going to probe the customer about their laundry habits (Question Plan Module) and you have determined which line or models will best fit their needs. They will in turn ask you about the differences between two or more of the dryers you have pointed out. This is where the feature selling comes in to play.

You need to personalize the feature so your customer can see themselves with this product. This is best done with what is considered a “linking phrase”. The linking phrase is the connection between the feature of the product and the benefit to the customer. We teach several different linking phrases that all have one thing in common, the word “you”.

The purpose of feature and benefiting is more than just describing your product and how it can help; it is to allow your customer to find value. A product or service that can make their lives easier and is affordable isn’t always enough.

As a sales person you need to explain the value of the purchase through benefit statements and allow the customer to see themselves with the product.

The benefit is what sells the product. The feature simply tells the customer about the product. Without linking the customer through to the benefit of owning what you’re selling, you are just “feature dumping”. This is something we discuss in our module and how it can be detrimental in sales.

Without following the process of description, linking, and personalizing, you have not allowed the customer to find value. Without value, you are left to sell a product that may not meet a need. And that can leave you with a lot of unsatisfied customers.

This module is full of various linking phrases as well as how and how not to feature and benefit your customers in order to better serve your customers.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.