Selling Benefits - DVD

Matching the appropriate benefit to the potential buyer

Are your sales people concentrating on meeting the customer’s need to buy – or their own desire to sell?

In this DVD, John Alderton plays both a presenter and an inept salesman to show us how to establish what the customer really needs and then how to offer the most appropriate product benefit. His examples include selling cars, cookers, industrial machines and computer programmes.

The video explains:

• How to find out what the customer really wants
• How to present your product as the solution

The summary video provides an overview of successful selling – using open questions to establish customer needs before talking about the product.

Who could benefit?

• Sales staff
• Sales representatives
• Retail staff
• Telesales personnel

Key learning areas

• Realising people buy what products can do, not what they are
• Knowing what your product can do
• Knowing what your customer wants done
• Doing research before you meet the customer
• Asking questions and really listening to the answer
• Thinking about what each customer wants from your product

Running times

Main video: 21 minutes
Summary video: 4 minutes

This DVD is available as a Classic Training Video from £99

Cost: Video and CDROM Prices
International orders please email for cost
Bulk Discounts Available

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