A.) Why are advantages important to present when describing features and benefits of products? B.) How can we utilize the PSE when presenting the advantages of a product? What is the importance of doing so?
If you don't present features, benefits, and advantages, where's the value? Without mentioning these things, the value is only the price tag. We can't forget that these are all rectangles unless of course there is something that makes one different than another. If all the rectangles are the same because we don't mention features, benefits, and advantages, how do you narrow it down? You don't! The customer does by price! Not to mention a salesman/saleswoman who doesn't build value is no more than a ticket writer! No point in cheating ourselves and our customers.
Most consumers will buy from anyone that they trust. So by connecting the customer to the features in the bed to the issues they are having we have more or less proved trustworthy to the customer. I never thought it would be that easy but try it and before you know it Mrs. Smith is saying when can I get this delivered. Another great point is if you have ever personally shopped the competition you know when you asked about what’s in most of their beds you won’t get the same explanation then from one of our people. The reason is we are sleep experts they are sales people. We have a great opportunity to share with the customers every benefit you can get from our products. Then they feel comfortable, they trust, they buy!
Victoria and Troy (I know them both!) are right on. If you do a good job qualifying, then you can connect the features, advantages and benefits (F.A.B.)to the specific issue(s) the customer is having.
A bed with Memory Foam is only worth so much money. The same bed with Memory Foam, which will relieve Mrs. Smith's aching hip, allowing her to spend longer amounts of time in her deeper levels of sleep, which in turn helps her wake up feeling refreshed and allows her to be at the top of her game at work, which moves her to the top of the ladder for a promotion....you get the idea. That bed is worth a lot more than the sale price at the end of the bed.
F.A.B. will increase your paycheck, help close more deals, establish TRUST with your consumer; set you apart from the competition and minimize buyers remorse.
Advantages are important because it makes the bed a need for the customer as opposed to being just a bed. By presenting features and benefits then turning them into advantages for the customer we seperate ourselves from the competition, because more often then not our competitors concentrate on price instead of relating the bed to the customer in the form of advantages.
The PSE provides us with the ammunition we need to turn the features and benefits into advantages for the consumer.
Consumers will buy from retailers they trust. By linking the customer to the features in the bed you start the journey to healing their issues they may have. Customers want to work with someone they can find trustworthy. We have a great opportunity here to share with the customers every benefit; you can get from our products. Silk and wool as a natural fibers, silver silk as antibacterial, posture-tech plus as a comfort coil, just to name a few. Giving the customer different opinion allows them to pick and choose the comfort the need for the issues they have, that’s what make us great sale staff and them awesome customers.
Once the customer has found the right comfort for them selfs. And you ask them some PSE questions then you can let them know about the features,benfits,and advantages by choosing this mattress will hlp them get a good night sleep. And by explaining it to them very carefully they will trust you even more.
When speaking about features, it is crucial to tie the benefits of these features to a problem they might be having. Having done the PSE properly,you should have enough info to tie a certain mattress with features that will help solve their problem. We need to make sure that they understand the features of that mattress have benefits that solve their problem.
Advantages are important because it answers the questions "so what?", or "who cares?", or "I asked for the cheapest thing, so why are you showing me this?" Customers usually come in with an agenda, be we have one of our own - to sell the best bed based on our customers needs. The PSE, or simply qualifying the needs of the customer thoroughly will uncover wich advantages would be best to mention to our customers to ensure the bed they choose is the best one for them.
We can tell customers about features and benefits until we're blue in the face and they won't hear a word we're saying unless we can give them the specific advantages they will get from those features and benefits. For example, the individually pocketed coil in the simmons beautyrest (feature) will give you better motion separation (benefit). Better motion separation means you won't feel your partner moving around in bed and disturbing your sleep (advantage). Good qualifying questions make tying advantages to features and benefits easy.
Advantages are important to the customer b/c it turns specs and benefits into things that they use and need. It helps to build the vaule of the mattress in the customers mind so when the time for us to close them comes at the end of the presentation they understand why the bed that they have picked will give them the best sleep and fullfill their needs. We can use the PSE combined with our consumer languages to make sure that we are giving them the correct advantages based on their needs and value equations. -Skip Charlotte 2411
Listing advantages will help the customer realize the solutions to the problems they came in with. After twisting the knife and making them feel the pain that they woke up with, describing the advantages to the features and benefits will help them realize the urgency and value of getting a new mattress. The PSE will help identify specifically the problems to focus on most with the customer. John 2410
So many of our customers walk into our stores with their heads spinning with specs. When you can break the specs down into something that they can understand, it becomes much easier.
12 comments:
If you don't present features, benefits, and advantages, where's the value? Without mentioning these things, the value is only the price tag. We can't forget that these are all rectangles unless of course there is something that makes one different than another. If all the rectangles are the same because we don't mention features, benefits, and advantages, how do you narrow it down? You don't! The customer does by price! Not to mention a salesman/saleswoman who doesn't build value is no more than a ticket writer! No point in cheating ourselves and our customers.
Troy from Kansas City
Most consumers will buy from anyone that they trust. So by connecting the customer to the features in the bed to the issues they are having we have more or less proved trustworthy to the customer. I never thought it would be that easy but try it and before you know it Mrs. Smith is saying when can I get this delivered. Another great point is if you have ever personally shopped the competition you know when you asked about what’s in most of their beds you won’t get the same explanation then from one of our people. The reason is we are sleep experts they are sales people. We have a great opportunity to share with the customers every benefit you can get from our products. Then they feel comfortable, they trust, they buy!
Victoria Burns
MOD Phoenix North
Victoria and Troy (I know them both!) are right on. If you do a good job qualifying, then you can connect the features, advantages and benefits (F.A.B.)to the specific issue(s) the customer is having.
A bed with Memory Foam is only worth so much money. The same bed with Memory Foam, which will relieve Mrs. Smith's aching hip, allowing her to spend longer amounts of time in her deeper levels of sleep, which in turn helps her wake up feeling refreshed and allows her to be at the top of her game at work, which moves her to the top of the ladder for a promotion....you get the idea. That bed is worth a lot more than the sale price at the end of the bed.
F.A.B. will increase your paycheck, help close more deals, establish TRUST with your consumer; set you apart from the competition and minimize buyers remorse.
Nathan Whitesides
Area Manager
Phoenix Az.
Advantages are important because it makes the bed a need for the customer as opposed to being just a bed. By presenting features and benefits then turning them into advantages for the customer we seperate ourselves from the competition, because more often then not our competitors concentrate on price instead of relating the bed to the customer in the form of advantages.
The PSE provides us with the ammunition we need to turn the features and benefits into advantages for the consumer.
preston
2403
Consumers will buy from retailers they trust. By linking the customer to the features in the bed you start the journey to healing their issues they may have. Customers want to work with someone they can find trustworthy. We have a great opportunity here to share with the customers every benefit; you can get from our products. Silk and wool as a natural fibers, silver silk as antibacterial, posture-tech plus as a comfort coil, just to name a few. Giving the customer different opinion allows them to pick and choose the comfort the need for the issues they have, that’s what make us great sale staff and them awesome customers.
Ronnie, Charlotte Market
Once the customer has found the right comfort for them selfs. And you ask them some PSE questions then you can let them know about the features,benfits,and advantages by choosing this mattress will hlp them get a good night sleep. And by explaining it to them very carefully they will trust you even more.
HAROLD-2407
When speaking about features, it is crucial to tie the benefits of these features to a problem they might be having. Having done the PSE properly,you should have enough info to tie a certain mattress with features that will help solve their problem. We need to make sure that they understand the features of that mattress have benefits that solve their problem.
Antwan-2405
Advantages are important because it answers the questions
"so what?", or
"who cares?", or
"I asked for the cheapest thing, so why are you showing me this?"
Customers usually come in with an agenda, be we have one of our own - to sell the best bed based on our customers needs. The PSE, or simply qualifying the needs of the customer thoroughly will uncover wich advantages would be best to mention to our customers to ensure the bed they choose is the best one for them.
Nicole Hayes
2409
We can tell customers about features and benefits until we're blue in the face and they won't hear a word we're saying unless we can give them the specific advantages they will get from those features and benefits. For example, the individually pocketed coil in the simmons beautyrest (feature) will give you better motion separation (benefit). Better motion separation means you won't feel your partner moving around in bed and disturbing your sleep (advantage). Good qualifying questions make tying advantages to features and benefits easy.
Jon
Charlotte
Advantages are important to the customer b/c it turns specs and benefits into things that they use and need. It helps to build the vaule of the mattress in the customers mind so when the time for us to close them comes at the end of the presentation they understand why the bed that they have picked will give them the best sleep and fullfill their needs.
We can use the PSE combined with our consumer languages to make sure that we are giving them the correct advantages based on their needs and value equations.
-Skip
Charlotte
2411
Listing advantages will help the customer realize the solutions to the problems they came in with. After twisting the knife and making them feel the pain that they woke up with, describing the advantages to the features and benefits will help them realize the urgency and value of getting a new mattress. The PSE will help identify specifically the problems to focus on most with the customer.
John 2410
So many of our customers walk into our stores with their heads spinning with specs. When you can break the specs down into something that they can understand, it becomes much easier.
Jaime #2408
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