Are they? Nobody said - I would have sent some flowers, perhaps a card.
While at a networking meeting last week, this is what our guest speaker said. What rubbish! No, let me think about that again.....................no that is rubbish.
If you don't know the features and benefit of your product, how are you suppost to identify which are going to be of most interest to your customers?
I thought I'd better understand what our guest speaker meant so I asked.
He replied that being able to list through countless features and benefits in a sales presentation doesn't work. What he didn't realise is that it never did work. That one sure fire way to either send- your potential customer off to sleep or you off to the car park.
What is missing here is not the Features or the Benefits but what I call the Personal Benefit or what some call "What's in it for me."
With good pre-sale planning and question technique you will be able to establish the need or needs specific to that customer. He may not want or need to know ever feature and benefit of your product (but it's important that you do) but just the ones that give him a Personal Benefit.
So are Features and Benefits Dead? I think not but your sales presentation may be if they're not used correctly.
While at a networking meeting last week, this is what our guest speaker said. What rubbish! No, let me think about that again.....................no that is rubbish.
If you don't know the features and benefit of your product, how are you suppost to identify which are going to be of most interest to your customers?
I thought I'd better understand what our guest speaker meant so I asked.
He replied that being able to list through countless features and benefits in a sales presentation doesn't work. What he didn't realise is that it never did work. That one sure fire way to either send- your potential customer off to sleep or you off to the car park.
What is missing here is not the Features or the Benefits but what I call the Personal Benefit or what some call "What's in it for me."
With good pre-sale planning and question technique you will be able to establish the need or needs specific to that customer. He may not want or need to know ever feature and benefit of your product (but it's important that you do) but just the ones that give him a Personal Benefit.
So are Features and Benefits Dead? I think not but your sales presentation may be if they're not used correctly.
