Every professional salesperson knows the difference between a feature and a benefit. We have a twist on how to present them more professionally in todayís consultative selling environment. To learn how to persuade and get customer buy-in, read on.
First of all, think of a feature as a ìfactî. Examples include:
ìWe have 24/7 customer support.î
ìOur factory is the largest in the world.î
ìThis product has a lifetime guarantee.î
All of these statements are facts. Now what about the benefits? Most salespeople explain benefits like this:
ìSince our customer support is 24/7, you never have to wait for a representative to answer your questions. For example, your technical staff may be working at 2 a.m. and they can still call our customer hotline. What a great advantage this is to you! No more waiting in the que during peak business hours for youÖyada, yada, yada.î
Hey, why insult your customerís intelligence? He checked out a long time before you got to the third sentence, anyway. Why? Because most salespeople tend to, as the songwriter Randy Newman sang, ìTalk too much.î
So your strategy should be to add a brief benefit after the feature. Hereís what that would sound like:
ìBecause our customer support line is open 24/7, youíll never have to wait when thereís a problemósaving you valuable time and reducing your stress.î
Now the customer has heard two benefits he can sink his teeth into! A benefit is the ìWhatís in it for the customerî positioning statement. The customerís actually listen to thoseóif the benefits arenít too long. (After all, customers have short attention spans, remember?)
Third step is what I refer to as the ìcheck inî. During this step, you ask your customer how he feels about the feature followed by a benefit. This is when you find out how important the particular idea is to him, proactively avoiding any upcoming objections that may be thrown your way.
After you have stated your benefit to the customer, ask the customer a question, such as:
ìHow important is this to you?î Now wait for a response. If the customer says he likes the feature, you can now wrap his quote into your value-closing proposition. If the customer tells you that itís not important, than you can focus on the next feature-benefit you have to sell, do a check-in again, and repeat the process.
Try this on your next call. Youíll find it works beautifully. Oh, and when you close the sale, email us and let us know how you used the technique to close the sale. (c) Renee Walkup, SalesPEAK, 678 587-9911 www.salespeak.com |
