Getting Ready to Sell
Group Vocab Project
by Kenneth Hogan, Jeff Stillwagon, Anthony Kovach, Madeline Wendel, Holly Bentley, Sarina Anderson, Alyssa Garland
Customer Benefits/Product Features
Customer Benefit- The real or perceived value that a customer experiences or believes he is recieving through interaction with a company. Benefits can be the resolution to a problem, achievement of a desired outcome, or a fulfillment of a need through a purchase.
Product Features- A function of an item which is capable of gratifying a particular consumer need and is hence seen as a benefit of owning an item.
Selling Point - Advantages and Customer Buying Motives
A selling point is created by noting the function of a product feature and explaining how it benefits a customer.
To have advantages you need to know who your specific competetors are, as well as know their product so you can make yours better.
Buying motives are reasons a customer buys a product. As you gain expieience in sales, you will get a better feel for customers moitves.
Prospecting is a key activity for most sales driven small businesses. Most people think prospecting is a time consuming activity, but this is a myth. It only takes a matter of minutes for a customer to know what they can afford.