> Benefit Selling
How are you defining Benefit Selling in your sales training? - by Thomas
Benefit selling is that which provides an outcome to the client in the terms they desire. Benefits are the desire for a client to receive an outcome.
Hope that assists.
Drew - by Drew Stevens
Great question, Thomas.
I prefer the term "presenting benefits," as this is a presentation tool (as distinguished from a needs assessment methodology or a closing methodology).
A "benefit" is what a product or feature
for the customer, as opposed to merely what the product is. A
is merely a fact about a product or service. Many salespeople present features but, in error, in my opinion.
Presentations are always better and more effective when tailored to the specific needs and desires of the prospect. Having said that, there is information about a product or service that is valuable to the prospect, so should be shared during the presentation. - by Skip Anderson
Thanks Drew and Skip. To qualify as a Benefit does it have to be tied to an admitted need? - by Thomas
Most Products or Services have many Benefits however not every Prospect or every Client will need to hear about each of them. During your Qualifying it's critical to find their needs so you only cover those Benefits in your Presentation that could fill a Need instead of wasting time and possibly blowing the Sale by educating them with everything they ever wanted to know about your Product or Service.
- by Stan Billue
If the product or service doesn't benefit the customer, than why would they want to purchase it? Customers buy solutions to their problems, things they perceive will make their life easier, etc. As Skip said, a product/service can have many benefits. It's identifying and presenting the ones your client needs that will make the sales. In other words, all presentations shouldn't be the same. First do your discovery and then present the benefits you product provides that are important to that particular client. - by GerryMyers
If the product or service doesn't benefit the customer, than why would they want to purchase it?
Thank you Gerry. To qualify as a Benefit does it have to be tied to an admitted need? - by Thomas
"Selling is getting someone to take action that they believe is in their best interest to do and pay me my price". That is how I define selling.
People will take action to resolve or overcome a problem or for pleasure. Pleasure selling has more 'guilt' resistance. Prospects could have some internal voice telling him, 'I don't really need this' or 'There are other things we need more' or 'What will my spouse say'....or many more items.
For people to take action to overcome a problem or to avoid having a problem occur in the future, they have to understand that a product will resolve the issue they face. If they become comfortable and learn to trust you, they can have a basis to believe that your service will take care of their problem.
Many times you don't even have to make a formal presentation.
Many times a salesperson has 'over educated a prospect' and lost the sale.
Sell Today, Educate Tomorrow. - by Paulette Halpern
Thanks Drew and Skip. To qualify as a Benefit does it have to be tied to an admitted need?
I have always taught that yes the benefit does need to tie back to the need. Benefits are the value the client receives so you want to ensure your benefit matches the desired value. And, your benefit must incite emotion. Facts make people think but clients act on emotion. Ensure success with a benefit that stirs emotion.
Best - by Drew Stevens
Thank you Paulette and Drew. thmbp2; - by Thomas
In response to your question, "to qualify as a benefit, does it have to be tied to a need?"
Not necessarily in the beginning, but it should by the end of the sales process. A benefit that doesn't fit the client's needs is probably a feathure, not a benefit, at least to that particular customer.
However, oftentimes clients don't fully understand what they need, and if that is the case, it is your job to help them understand
their needs, and the benefits your product or service offers. - by GerryMyers
Thomas, in the B2B world, benefits become clear while probing for needs. Everyone in the thread seems to have made this point but the newbies frequently overlook opportunities to uncover truly meaningful benefits.
I can count myself in this class when I was in my early days: It was a