Subject: Selling the sizzle, not the steak…
Yesterday I wrote a little about my experience buying a new stove and touched on the issue of benefit selling.
Certainly, the features of products are important - what size is it, how many pieces does it have, what is the color, etc;
So, how do we transition from feature to benefit selling?
Take a look at your product line. List at least 50 features of the products that you carry. Then, next to each feature write “so this means that…” and you fill in the blank.
For example - when we bought our home, my realtor said to me - “Look at the amount of counter space in this kitchen - can't you just see yourself baking Christmas cookies?”
Get the idea?
Obviously, you won't share every benefit of every product in your line - this is where the listening part of your job comes in. Ask good questions and listen, listen, listen to what your customer says in order to match benefits with what your customer is looking for.
From www.thesuccessfactory.com
Annette's comments:
I wonder if more crew members were to sell the benefits if there would be as much talk about how worried the same members are about our birthday party pricing? Rather than focusing on the product itself, focus on the joy the kids will have at the party. Let's talk about some ways to benefit sell our service...please comment below!
5 comments:
An important benefit that we have is that we come to them! I always stress how thay will not have to bring a van full of children to the mall and keep up with all of them in the middle of a crowd. Almost everyone sees this as a huge benefit, even if they choose not to book a party.
-Shannon Forkner #2532
I do the same. Tell them how we come to them, they don't have to haul the kids to the mall where they can either scatter or ask for everything but what they are there for.
There is also the benefit of each child having a LASTING momento from the party--it's the party that will not be forgotten quickly!
Angie #228
I also express that the kids stuff their new friend with their own little hands, not watch it stuffed by a machine.
Also, that the party can be customized for their child or group, such as theme, games.
And of course, there's the free collector's club membership from me.
Shelley #2113
Great comments ladies! :-)
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