O'Reilly logo

The Sales Book by Graham Yemm

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

It’s not what it is, it’s what it does

Objectives

  • To understand the concept of benefit selling
  • To understand the difference between features, advantages and benefits
  • To be able to match benefits to needs

Understanding

In Part one the first item listed under the knowledge required was ‘product – application’. This term was included deliberately. Too often sales people, and others in their organisations, think that they need to know all about the products or services. The drawback with this is that prospects are not interested in what your product or service is. They want to know what it does, or can do, for them. How will it help them to meet their needs and wants? You need to imagine each person you are selling to is asking, ‘What’s in it ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required