1、F R O N T O F H O U S E S E L L I N G9Selling benefits.In the previous session we introduced a number of key concepts to understanding selling and the sales process. Pro-activity, achieving win/win, selling value, motivating customer commitment and change are central to our aims when interacting wit
2、h customers.Understanding needsSession2I C O N K E YOverheadQuestionGroup discussionWorkbook exercise10Features and benefitsWhat is a feature?Feature/Benefit AnalysisFeaturesBenefitsFeatures & BenefitsWorkbook page11What is a benefit?Emphasise that one way to tell if a benefit is really a benefit is
3、 by asking - Whats in it for the customer? about the item.Features, benefits, needs relationshipRole-play exerciseFeatures, needs, benefits relationshipKnow your product12Know your productKnow which products have the highest marginFor example:CONTRIBUTION TO MARGINITEMCOSTVALUEMARGINPRAWNS14.0021.007.00STEAK9.0021.0012.00Opportunities to up-sell13
