We asked a big question, which revealed at least three important customer needs, the offerings are also dealing with and you're ready for the presentation of the products. You know what will you do now? If you're like most salespeople, you'll lose all the momentum I built sales and maybe as well launch of a long, boring and standardized recitation of its features. The sales promotion can not be bought directly focus on the key needs such pains to identify.
People do not buy features. They buy solutions to their own needs.
Customers are not interested in product features or even benefits those features offer the world at large. Customers interested in only one thing: How can you help me solve problems and seize opportunities that matter to me?
What you need is a simple, structured method of product presentation, which can stop rambling about irrelevant functions for the client, and start presenting solutions to specific needs rather than solutions that are clear, sharp, short and to the point.
is such a method. It's called TFBR. Here's how it works.
T – Tie-Back: Tie a call back request is identified in the previous question
"You said earlier that you want to match the products to stock the unique needs of each region . "
F – feature: Please explain the product features that satisfy this need
" in the regional shopping history report will show you exactly what the most popular products in all regions "
B – Advantage ". this means that you, that will improve service to customers while minimizing the required inventory at each location", explains that the service this customer's specific needs
R – reaction: Ask the client's own view that it serves the care that is needed. This confirms that you understand correctly that you need. It is also important to turn out a product launch a dialogue with the customer instead of a monologue by you: "How can this information help you improve your business'
Starring characteristics of certain products or the ability to present TFBR format. And currently only functions in solutions needs have been identified and agreed upon.
The method TFBR dramatically shorten the product presentations and make them much stronger. Why put clients to sleep when you can instead engage them in problem-solving dialogue, which makes them very happy to have agreed to meet with you?
In The Field:
The method TFBR Well & # 39; t only salespeople who meet customers face to face. The marketing professionals who support the company's sales efforts, you can use the zero TFBR format enables salespeople to demonstrate product solutions in a way that the most important needs of customers. Marketing people think of TFBR process when communicating with the sales and product information to customers.
Connie Fuller, Head of Human Resources Development Ball Seed Company, said:. "When marketing is shown in accordance with the information concept in action selling sales training, more useful reps also supports educational efforts immediately, and creates a wonderful synergy . "