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					             IDF Business Consultants



                 Benefits
       Advertise Your Business Here



21/05/2012         idfbusinessconsultants.com   1
             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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          Customer Requirements
Quality                       Value          Confirm the
                                              customer’s needs if
                                              you are not sure
               Customer
              Satisfaction                   How will your product
                                              fulfil the customer’s
                                              needs?
                                             What are the benefits
                Service
                                              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
  problem




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              Cost Analysis
 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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               Summary
 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
 Visual aids are important selling tools when
  selling benefits.
 They must inspire confidence.
 Keep them simple, clean, at hand, in good
  condition, keep control, use a pointer.



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