Boost your results with this sales training tip, which shows you a quick and fun technique for learning the benefits and features of your seller’s products and services. This is a simple way to discover and memorize additional features and benefits of your products and recall them instantly while talking with customers.
By using this training, you will be able to match any need a customer presents with a feature and explain how the benefits of that feature fulfill their requirements. No matter what selling style you use, the benefits of learning more features and advantages of what you sell and being able to recall them will be of great value to you.
How to Learn and Recall Features and Benefits of Your Products and Services
Let’s start with a customer need. We’ll make this easy, so think of a general need many of your customers or prospects want your products or services to fulfill. Now recall the best feature of what you sell to meet that need. Then, give a very brief explanation of the benefits of the feature supplies that will match the customer’s needs.
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Now try another of these linking chains. You can use a new customer need, stick with the same need, and link a new feature that provides a benefit that will meet the need, or use the same need and keep the same feature of your product but use a different benefit that the feature can supply.
Mixing and matching the features in your chain of connections from the need to feature to benefit is part of the accelerated learning built into this sales training technique. As you use the method in spare moments throughout the day, you can fix the links around one need and see how many different features you can find for just that one need. You can fix the feature and see how many other benefits that feature will give. Or, you can start with the benefit and work backward to see how many different features can supply the one benefit.
When you train yourself this way, always complete the chain; if you start with a benefit and work back to a feature, always add the need it meets at the end of the chain. Doing this builds up mental connections in your memory and automatically recalls the full chain, no matter which links you start from.
Practice the Chains Sales Training Technique
Practicing the chain sales training technique has two positive benefits for salespeople:
1. It organizes information into logical chunks that can be easily remembered and recalled.
By repeatedly practicing the chains, you organize your knowledge of features and benefits into memorable chunks connected to a customer’s need. When you practice the chains backward or start with a feature, you strengthen the connecting links and make the connections memorable from more starting points.
So whether a customer presents a need and instantly recalls the feature and associated benefits of that need, or you want to show the features and benefits of your products or services and the needs that they will meet, practicing the chains will help you think about your feet.
2. Practising the Sales Training Technique Increases Your Knowledge
Select a need and exhaust your knowledge of the features and benefits that can meet that need. Then, continue searching for ways your products and services can fulfill the need.
Your mind will find the best answers when you ask yourself a question. Some of these answers will show you features and benefits that will meet the customer’s needs that you hadn’t considered previously. You will start looking at the links between needs, features, and benefits through a new frame, leading you to new links and connections.
For example, a customer needs to save money. Once you have exhausted all the features that come to mind, offering the benefit of reducing costs, you could change your viewpoint to search for more. Instead of saving money, you could move on to features that will improve productivity, increase efficiency, and save money differently.
This creates new links and chains, new possibilities for presenting your product, meeting customer needs, and overcoming sales objections. The chain sales training technique can also be used as an exercise in meetings and training sessions and an ice-breaker game; it’s also a great way of learning a new product from a sales angle and testing the knowledge of your sales team. You can add another link to the chain that will increase your conversion rate as you close more sales.
