SalesXtra : Match Benefits to Customer Needs

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Objectives

This essential course provides the Salesperson with skills and strategies to successfully persuade a Customer to view the benefits of their products or services favourably and call for a buying decision.

Target Audience

Internal and external salespeople.

Key Learning Outcomes:

At the end of this program participants will be able to:

Prepare a product or personal presentation using the A.I.D.C.A. method of gaining commitment.
Present concepts and products through the buyer's eyes.
Use visual aids professionally.
Add "Advantage" statements to product features.
Deliver "Benefit" statements that satisfy the Customer's stated needs.
Match product/service benefits to the stated needs of the Customer
Close the sale through the eyes of the buyer.

Key Points

The A.I.D.C.A method of persuasion.
Gaining attention in the opening stages.
Controlling a brochure or desk presentation
Raising desire by matching benefits to stated needs.
Developing trust and conviction with the buying influencers.
Closing the sale after a product demonstration.