IDF Business Consultants
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Benefits and Selling
What is a benefit?
EG: The benefit of owning a car means you
do not have to walk.
Gain advantage / Avoid punishment
Benefits outweigh money and satisfy needs
Win / Win Scenarios
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Quality Value Confirm the
customer’s needs if
you are not sure
Satisfaction How will your product
fulfil the customer’s
What are the benefits
of your products?
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Meeting the Needs
List your products
List the features of each product,
List how each feature addresses a
specific need or solves a specific
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Point out how the product benefits
fulfil the customer’s needs.
Compare cost-benefits between you
and your competitors
Benefits must outweigh the value of
the cost to the customer
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Introduce early in the consultation
Understand how product benefits relate to
the customer problem.
Uncover needs & sell benefits.
The product benefits must satisfy needs.
List and learn product benefits.
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Visual aids are important selling tools when
They must inspire confidence.
Keep them simple, clean, at hand, in good
condition, keep control, use a pointer.
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