Essential Selling Skills Session 8 – Presenting Information as Benefits ($35, 29 minutes, on-demand) Presenting information seems like the easiest thing for a salesperson to do well yet many sellers make common mistakes such as presenting features, rather than describing benefits. Participants will learn the distinction between features and benefits, and how to clearly communicate to customers in benefit language. You also will learn how to avoid common mistakes made by average sellers such as information overload, use of jargon, and feature dumping.You will receive a downloadable planning form that you can use as a resource for upcoming sales calls.
The video, downloadable handout, downloadable planning form, and quiz will help you improve your ability to present information as benefits, including how to:
- Avoid talking in features rather than benefits
- Define and make clear benefit statements for different customer situations
- Use the simplest sales training tip of all time
- Prepare for upcoming sales calls with a downloadable Features/Benefits planning form
- Minimize or eliminate mistakes such as talking too much, feature dumping, and using jargon
Essential Selling Skills Session 8: Presenting Information as Benefits is the eighth of twelve online learning modules in the Essential Selling Skills Series.
Your registration provides 6 months access to practical skills-based online training, on your schedule, at your location.
The instructor is available to answer questions at firstname.lastname@example.org or 781-934-0900.
The entire Essential Selling Skills series includes almost 6 hours of training divided into 12 sessions, each about 30 minutes in duration. The series includes a 1 year subscription for the discounted price of $299. Session 1 is free, so use it as a no-cost way to preview the entire series.
Bill McCormick is the founder and president of Sales Training And Results, Inc. (STAR), a firm specializing in customized sales training and consulting. Bill has over 20 years of experience consulting managers and coaching sales executives and professionals. He is the primary author and developer of STAR's customized sales and management workshops.
Prior to founding STAR, he was Vice President of Marketing for an international consulting and training company. Bill was responsible for managing their entire sales and marketing effort, including an international network of licensees, and doubled their sales volume in four years. Prior to that, Bill held positions in sales, sales management, and marketing for a Fortune 25 firm.
Bill earned his M.S. degree in Business Administration from Johns Hopkins University and a B.S. degree from Rensselaer Polytechnic Institute. He also is on the Corporate Education Group (Boston University) faculty.