[H1497]How To Present Product

I walked into a computer store the other day to buy a new laptop. The salesperson told me all about the computer and what was inside. He told me that it had "1 gig of RAM, a 100 gig hard drive, a 256MB video card, and an integrated sound card." He gave me a price of $800, which was a really good price for the computer, but I decided to pass it up. Why? Because the salesperson did not deserve the sale.

I left the store and went home. About 3 hours later, I went back to the store and spoke to another salesperson and here's how it went. Let's see if you can tell the difference:

Sales - "On this computer, you can run pretty much any program you want. You can design web pages, watch movies, play games, and even edit photos. This is because it has 1 gigabyte of RAM, which is the memory in the computer. You can even upgrade to more RAM later if you want. All you have to do is bring the computer back here and we can do it for you, but you'll be ok with what you have for now."

Me - Ok, that sounds really good.

Sales - "And you also never have to worry storing files. On this computer, you have a 100-gigabyte hard drive, which is pretty much the top of the line for today's laptops. You can store music, movies, photos, and web pages on here and you should never have a problem. There is also extra hard drives you can buy for a small investment that can double your space. For now though, the 100 gigabyte drive will be fine for you."

Me - Yeah, that sounds like it should be good for now.

Sales - "This computer also comes with an integrated sound card so you can listen to music in digital quality. On right here on the side is a DVD drive which means you can play any DVD you want and view it and hear it in digital quality."

Me - Ok.

Sales - "You also have a 256 megabyte video card which is the top of the line for this model. This means you or your kids can play any game you want on here and never have a problem. You can also upgrade the video card by bringing it back to the store, but for now, the 256 megabyte card should be good for you."

Me - Ok.

The salesperson decided that it was time to ask for some money, and I bought the laptop. But why did I buy it from him and not the other guy? Well, the second salesperson sold me on the BENEFITS of the product while the first salesperson tried to sell me on the FEATURES.

Selling benefits is the key to a successful product presentation. It does not matter what you sell. There is a feature and a benefit to EVERY product and service in the world. It does not matter what it is. Right now I am drinking a cup of 7-11 coffee. There is something on top of the cup with a hole in it. To 99.9% of the people out there, this is a lid. To a highly trained, successful salesperson this is a device that not only keeps the coffee from spilling, but also helps to keep it hot and fresh for a long period of time. See the difference?

Don't get me wrong here. You must presents features AND benefits, but you must stress the benefits and only touch on the features. For example, if a customer walks into your car dealership and you say, "With this car, if you get into an accident, you'll never get hurt" and stop there, you probably won't be so successful. What you should say is "With this car, if you get into an accident, the chances of you getting hurt are very slim" (benefit) "because it comes standard with dual airbags." (feature) "And because it has dual airbags, you most likely will get an insurance discount of about 10% per year" (benefit).

This may sound complicated and it may sound like you need to know a lot about your product, but you don't, and it's not. The best way to get started using this sales technique is to simply keep asking yourself one question while doing your presentation. That question is "What does this mean for the customer." If you answer that question, you will have no choice but to present a benefit related to the feature you are presenting.

If you are still unsure about this, or you feel uncomfortable presenting features, a great way to get started is to present a feature and immediately say "And what this means to you is" (benefit).

Here's how it goes:

Kenny - With this cordless telephone, you get caller ID already installed (feature). What this means to you is that you can see who's calling before you answer (benefit). You won't have to worry about those telemarketers at dinnertime anymore (benefit).

Good luck with your sales career and please feel free read through the rest of the sales material on this blog. If you feel the need to ask a question, please log on to the website located at the bottom of this article and click CONTACT.

Article Source : Non Profit Debt Consolidation Programs