Retail Sales Training: How To Sell Features and Benefits

The Five Parts To A Successful Sale, How Anyone Can Sell More Products With Less Customers (excerpt)

This comprehensive program includes two DVDS, an audio CD and a 22-page workbook. Disk one is the foundation of the entire program showing a crew being trained with the Five Parts To a Sale. You can see how its done and how a group responds to the training. You may choose to use this disk as part of an employee meeting or to train your trainers.

The second disk details how to train the Five Parts To a Sale including what to say and do and what not to say or do.

Finally, the 22-page workbook gives you additional background on the Five Parts To a Sale, gaining leverage on yourself as well as fill-in exercises so you can master the Five Parts To a Sale.

Most sales materials tell you what to do and very little else. That's not the case here. Not only are you shown what to do, the reasoning behind every step you take is thoroughly explained. And, most important of all, you are given complete step-by-step details showing you precisely how to carry out each of the Five Parts to a Sale.

At the same time, I've kept it as lean and tight as possible. I don't waste a minute of your valuable time with useless fluff or filler.You can get more free retail selling tips and articles and see more videos at http://www.retaildoc.com or www.bobphibbs.com

Category:

Howto & Style

Tags:

• Features
• and
• benefits
• retail
• sales
• training
• how
• to
• sell
• five
• parts
• sale
• Bob
• Phibbs
• mantuey

[DagenhamGilly]

This guy has never sold for a living...he may be a sales trainer...Its Feature or Function then Benefit...then the most important bit ask a question.

With the oil situation you may ask....is that important to you, or does that make sence or can you see how it will save you money.....Features and Benefits is only 60% of the technique...dont forget to ask a question.

[BobPhibbs]

@DagenhamGilly actually, I've sold quite a lot for a living. This video was only a slice of sales presentation that you have to answer a question with a feature (Fact) and why that's important to that customer (Benefit.)

[mrjb521]

Not bad but F A B is the gold standard in selling...

Changing the oil every 10000 miles is an advantage. The benefit to the customer is that they can spend less time and money on their car.

[RickSegel]

Great advice, Bob. Simple and solid. Check out my retail videos, too! I'd love to hear what you think.

Thanks, Rick Segel

[Noospherebusiness]

These are all features and you expressed very clearly what many sales people do with regards to letting the feature hang. Marketing is showing features selling is expressing benifits. Thanks Bob

[prosperouslifedev1]

Bob Great COntent Brings back lots of memories of my 20 yr retail career! Keep Up the great Work!

JIm H TX