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Digg it UP - Features Are The Way NOT To Sell - Benefits Win Business
Got an important presentation or speech to make? No problem…here are some ways to make sure they get your message and want you back.1) Make sure you give your audience some personal information about you. Whether you think so or not, your audience is interested in you. This is especially important if you are trying to get
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
Beverage delivery companies know that they must support the brands that they sell and the more they do the better chances of selling more product in that market. Often these companies co-op advertise with the bottling companies or product corporation in order to promote these products in the distributors market place.Public R
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 l
So what is a business strategic plan? Basically it is a combination of what you want your business to be and a roadmap to get. Here’s how to get your company focused, stable and profitable.1. Company Vision: Start off by deciding your company’s vision. What do you want your business to be to your clients, your comp
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
In the depths of the Second World War the allies were taking punishing bomber losses in the European Theater. It was not just the loss of aircraft but of trained crews that created grave concern. The allies could not replace crews at this staggering rate.A research project was started to discover ways to avoid these losses.
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
IntroductionSouth Africa is facing structural problems in strengthening its research and innovation capacity in order to become and remain competitive in the global business environment. Although greater emphasis is given to strengthen Research and Development efforts in the country and to translate it into commerciali
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
Capital is normally required for three possible applications, namely:1. Fixed Capital:Fixed capital refers to your business needs to buy fixed assets. This means that you need the capital to buy things like buildings, machines, computers, vehicles and furniture. These items are normally purchased for u
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 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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