You asked great questions, you have uncovered at least three important customer needs gifts can succeed, and you are ready to start product presentation. Know what you’re going to do now? If you’re like most salespeople, you’re going to lose all of the power you’ve built and perhaps sale, as well by launching a long, boring and standard recitation of product features. Sales Presentation will not even focus directly on the basic needs that you took such pains to identify.
People do not buy the product features. They buy solutions to their own needs.
Customers do not care about the features of your product or even the least of these features offer the world as a whole. Customers Care About one thing only: How can you help me to solve problems or seize opportunities that important to me
What you need is a simple, structured approach to product promotion that allows you to stop irregular action that may be irrelevant to this customer and begin to introduce solutions to the specific needs of point-solutions that are crisp, clear, short and to the point.
There is such a method. It called TFBR. Here’s how it works
T – Tie-back :. Tie the conversation back to the need for you to have previous questions:
“You told me earlier that you want to match the products you stock the needs of each region”
F – Features: Illuminated product feature that meets this need
. “regional purchase our history report will show you exactly what the most popular products in each area”
B – Benefit: Explain how it functions will serve special this needed customer
. “What this means for you is that you will improve your customer service while minimizing inventory needs every place”
R – Reaction :. Ask for your own eyes how the customer benefits would serve the needs. This confirms that you understand just need. Also, importantly, it turns a product presentation in talks with customers instead of monologue of you
“? How will this information help you improve your business”
Cast each product features or skills you present in TFBR format. And present only measures which represent solutions to the needs of you have already discovered and adopted.
The TFBR method will shorten product introductions significantly and make them much more powerful. Why put clients to sleep when you can instead engage them in problem solving dialogue which makes them very happy that they agreed to meet you
in the field?
The TFBR method isn ‘t just for salespeople to meet customers face to face. Marketing experts to support sales and marketing of your company can use TFBR format to help salespeople zero in on ways to promote products and solutions that address the specific needs of customers. Marketing people should think in terms of TFBR process when communicating information about products sales force and customers
Connie Fuller, Director of Human Resources at Ball Seed Company, put it this way: “. When marketing presents information in according to the Action Selling sales training terms, it is immediately more useful to our reps. It also supports our educational and creates great synergy. “