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The 3 Step Sales Process: Feature, Function, Benefit
| Guest post by: Gordon O'Neill |
Article Overview: Learn how to streamline your sales process and create a winning sales presentation. This 3 step sales process will not only help you to close the sale you are working on, it will ensure that you are selling the right product to the right customer. Making the right sale promotes customer satisfaction which is key to customer retention, and attracting new clients through customer based referrals. A “feature, function, benefit” focus results in a happy customer. A happy customer will provide you more advertising, marketing and promotion than money can buy, resulting in increasing your sales and generating a constant revenue stream.
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Free Download - How to Sell to the Price Driven Customer By Gordon O'Neill |
The 3 Step Sales Process: Feature, Function, Benefit
Every sales professional, has done it. It's problematic, uncomfortable and even embarrassing. From time to time we all stumble through a sales presentation.
Maybe it feels awkward, perhaps you don't know where to start, where to focus, what to emphasize.
Many sales people think they can use enthusiasm and charm to sell a product, but in today's competitive market you really need to know your stuff.
When you first meet a customer ask yourself one question, what is your intention? Your intention of course is to make a sale, close a deal and get the signature on the dotted line. More than that, your intention is or at least should be; to sell your customer the product that will best meet their needs.
How can you determine that?
Here is a helpful way to stay focused throughout the sales process in 3 easy steps:
• Feature,
• Function,
• Benefit.
These three words will keep your sale on track and keep your customer engaged.
During your sales presentation, remember to include these points in your discussion.
STEP 1: FEATURE
Make sure that you highlight all the features that your product has. Elaborate on this section of the presentation and really emphasize your points.
STEP 2: FUNCTION
Show the relevance of your product's features by explaining the function of these features. Demonstrate these functions with your client. Get them excited.
STEP 3: BENEFIT
Now that you have presented your product to your clients and they understand the features and the functions, Show them how the product will specifically benefit them.
Here's a list of questions to ask yourself in order to get started:
How will this product benefit their life?
Will it save them time or money?
Is it a safety feature?
This approach brings your sales game to the next level; suddenly you have gone from a lowly sales person to a sales professional. Yes you have closed the sale, sealed the deal and ultimately put money in your own pocket.
More importantly with a focus on "feature, function, benefit" you have made the right sale. Making the right sale promotes customer satisfaction which is key to customer retention, and attracting new clients through customer based referrals.
It's this simple: a "feature, function, benefit" focus results in a happy customer. A happy customer will provide you more advertising, marketing and promotion than money can buy, resulting in increasing your sales and generating a constant revenue stream.
Always remember sell to others the way you want to be sold.
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Article Tags: advertising marketing, close a sale, customer based referrals, customer retention, customer satisfaction, increase sales, referral, revenue stream, sales, sales pitch, sales presentation, sales proccess, sales referrals
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About the Author: Gordon O'Neill RSS for Gordon's articles - Visit Gordon's website He is one of Canada's leading sales and marketing experts in the financial services, insurance, and commissioned sales fields. Through speaking engagements, Gordon has captivated thousands of sales professionals in these fields. Audiences find Gordon to be motivating, inspirational, and thought provoking. By drawing lessons from fascinating real-world examples, he educates and empowers decision makers. As a certified life coach and expert in neuro-linguistics programming, Gordon easily provides the necessary knowledge to make the best business decisions, utilizing his proven sales strategies. Gordon was born into business and started his sales career at a very young age. When he was only 18, he started a career in automotive sales at a large Chrysler dealership in Toronto, where he joined a team of more than 20 salespeople and quickly went from young upstart to top salesperson after just one month. Gordon maintained top status until moving into management. Gordon's unique career achievements include automotive sales and leasing, business management, financial services, insurance, tool and die making, construction, wholesale manufacturing, retail, and landscaping. His background has provided him with the rare opportunity to relate to many different business fields. Gordon also holds certifications in Project Management, Lean Management, and Six Sigma (Black Belt). Gordon's background and career experiences have moulded him into the sales expert that he is today, and he has helped transform the careers of many very successful salespeople. His book Sales Survival is coming out this fall. Sales Survival is a complete guide to a career in sales, including effective communication, sales techniques, customer retention, marketing strategies, and becoming the professional salesperson. Click here to visit Gordon's website   How to Sell to the Price Driven Customer A Closing Strategy for Success Create a Marketing Strategy to Attract Customers and Increase Sales Sales Training Tip of the Day Focus on the Deal in Front of You How to Increase Your Sales in Insurance |
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Re: Online Sales and Marketing vs Traditional
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I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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