Feature benefit selling- Matching the characteristics of product to a customer's needs and wants is a concept. An understanding of the customers buying motives helps to establish the right priority for the selling points to include in the sales presentation.
Physical features of a product are tangible attributes that help explain how a product is constructed.
Extended product features are intangible attributes related to the sale of a product that consumers find important.
Customers benefits- are the advantages or personal satisfaction a customer will get from a good or service.
All advantages over your competition become selling points for your product.
Customer Buying Motives (Reasons a customer buys a product):
Rational Motives - conscious, logical reasons for a purchase.
Emotional Motives - feelings experienced by customer through association with product.
Patronage Motives - reasons for remaining a loyal customer of a company.
Multiple Motives - Combination of the Motives listed *above*
Prospecting techniques- There are several techniques and practices employed by salespeople and business to generate sales leads. They include customer referrals, cold canvassing, and employer-generated leads.
Customer Referrals are names of other people who might buy their product.
cold convassing is a process of locating as many potential customers as possible without checking leads beforehand.
3 improtant questions to ask to properly evaluate a sale lead are...Does the prosepective customer need the product or service? who is authorized to make a purchase? does the prospective customer have the financial resources to pay for the product or service?