You have asked great questions, you’ve uncovered at least three important customer needs that your offerings can address, and you’re ready to begin your product presentation. Know what you’re going to do now? If you’re like most salespeople, you’re going to lose all of the momentum you’ve built-and maybe the sale, as well-by launching a long, boring, and standardized recitation of product features. Your sales presentation won’t even focus directly on the key needs you took such pains to identify.
People don’t buy product features. They buy solutions to their own needs.
Customers don’t care about your product features or even about the benefits those features offer to the world at large. Customers care about one thing only: How can you help me solve problems or seize opportunities that matter to me?
What you need is a simple, structured method for product presentations that lets you stop rambling about features that may be irrelevant to this customer and start presenting solutions to specific needs instead-solutions that are crisp, clear, brief, and to the point.
There is such a method. It’s called TFBR. Here is how it works…
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).