Features and Benefits
The presentation is where you get to go through and shine as a sales professional. Now is the time when you take all the research you have done, all the questions that you have asked, all the information you have gathered and you present it to your client.
The presentation should include an introduction; it should address the client’s needs and should include the features and benefits.
Depending on what you are selling and your sales cycle, all of this can happen in a matter of minutes or over the course of an hour. Your presentation can be done on a pad of paper, a PowerPoint, a brochure or just through talking. You have to decide what is right in the situation.
When to use
A sales presentation should always include the features and benefits of your product or service.
The next part of your presentation is called features and benefits. The features and benefits section of your presentation should do the following:
- Get the prospect excited about the features of your product or service.
- Get the prospect excited about the benefits of your product or service.
- Tie in the features and benefits to overcoming their challenges – Example: Can you see how _________ can help you overcome _____________? or “...accomplish ___________?
In order to do this well, you need to go through the features of all of your products and services and write down the benefits of each feature that your client actually cares about.
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