Recent research shows that while most salespeople understand the difference between features and benefits, and more than 95% acknowledge the importance of emphasizing benefits, in actual practice LESS THAN 15% of salespeople consistently do so.  And less than 8% of salespeople consistently link their product/service benefits to previously agreed upon customer needs they have identified.

At the conclusion of this course, participants will be able to:

• Understand the difference between features and benefits.
• Learn to effectively transition from features to benefits during product/service presentations.
• Develop the habit of consistently speaking in terms of customer benefits, not just product features.
• Learn to present strategic benefits as well as tactical benefits.

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