Selling Benefits - Clip from the DVD
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Uploaded by TrainingWorldUK on Apr 22, 2010
Selling Benefits - DVD
Are your sales people concentrating on meeting the customers need to buy or their own desire to sell?
In this DVD, John Alderton plays both a presenter and an inept salesman to show us how to establish what the customer really needs and then how to offer the most appropriate product benefit. His examples include selling cars, cookers, industrial machines and computer programmes.
The video explains:
How to find out what the customer really wants
How to present your product as the solution
The summary video provides an overview of successful selling using open questions to establish customer needs before talking about the product.
Who could benefit?
Sales staff
Sales representatives
Retail staff
Telesales personnel
Key learning areas
Realising people buy what products can do, not what they are
Knowing what your product can do
Knowing what your customer wants done
Doing research before you meet the customer
Asking questions and really listening to the answer
Thinking about what each customer wants from your product
Running times
Main video: 21 minutes
Summary video: 4 minutes
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