selling the benefits of a product or service

Selling The Benefits: 12 Steps For Adding Value In Sales

who this class is for

Sales managers and representatives

Test your knowledge with a quick test and earn a free micro-certificate

Shop for etiquette, behavioral, and contextual signs

About this micro-class

Selling the benefits of a product or service is crucial for demonstrating value to your customers. By effectively building benefits, you create a compelling case that motivates customers to make a purchase.

Selling the benefits of a product or service

1. Understand Your Customer

Know your customer’s needs, challenges, and goals.

Tailor your message to address their specific pain points.

2. Features vs. Benefits

Differentiate between product features (attributes) and benefits (value to the customer).

Clearly communicate how features translate into tangible benefits for the customer.

3. Customer-Centric Approach

Focus on what the product or service can do for the customer, not just its functionalities.

Emphasize how it solves their problems or improves their situation.

4. Quantify the Impact

Use data and statistics to quantify the positive impact of your product.

Show how it can save time, increase efficiency, or generate cost savings.

5. Highlight Unique Selling Points (USPs)

Identify and emphasize the unique aspects that set your product apart from the competition.

Illustrate how these unique features directly benefit the customer.

6. Tell Stories

Share success stories or case studies of how others have benefited from your product.

Make it relatable and showcase real-world applications.

7. Use Positive Language

Frame benefits in a positive light, focusing on gains rather than losses.

Create a sense of excitement and possibility in your communication.

8. Address Objections in Advance

Anticipate potential objections and proactively address them in your presentation.

Demonstrate how your product overcomes common concerns.

9. Create a Sense of Urgency

Highlight time-sensitive benefits or limited-time offers to create a sense of urgency.

Encourage customers to act now to enjoy immediate advantages.

10. Adapt to the Customer's Communication Style

Tailor your message to align with the customer’s communication preferences.

Use language and examples that resonate with their industry or personal interests.

11. Feedback and Adaptation

Gather feedback from customers to understand how they perceive the benefits.

Continuously adapt your approach based on customer responses and market changes.

12. Build Long-Term Relationships

Position yourself as a trusted advisor rather than just a salesperson.

Demonstrate a commitment to the customer’s long-term success.

Test your knowledge with a quick test and earn a free micro-certificate

Shop for etiquette, behavioral, and contextual signs

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