Search for business name by address

The Sales Training Series: Selling With TFBRs

Description:

You have asked great questions and uncovered important customer needs that your offerings can address. Know what you're going to do now? If you're like most salespeople, you're going to lose all of the momentum you've built and maybe the sale, by launching a boring, standardized product feature presentation. People don't buy product features. They buy solutions to their own needs.

Content:

You have asked great questions and uncovered at least three important customer needs that your offerings can address, and you're ready to begin your product presentation. Know what you're going to do now? If you're like most salespeople, you're going to lose all of the momentum you've built—and maybe the sale, as well—by launching a long, boring, and standardized recitation of product features. Your sales presentation won't even focus directly on the key needs you took such pains to identify.

People don't buy product features. They buy solutions to their own needs.

Customers don't care about your product features or even about the benefits those features offer to the world at large. Customers care about one thing only: How can you help me solve problems or seize opportunities that matter to me?

What you need is a simple, structured method for product presentations that lets you stop rambling about features that may be irrelevant to this customer and start presenting solutions to specific needs instead—solutions that are crisp, clear, brief, and to the point.

There is such a method. It's called TFBR. Here is how it works.

T - Tie-Back: Tie the conversation back to a need you identified with your earlier questions:

"You told me earlier that you want to match the products that you stock with the unique needs of each region."

F - Feature: Describe a product feature that meets that need:

"Our regional purchases history reporting will show you exactly what the most popular products are in each region."

B - Benefit: Explain how that feature will serve this customer's specific need:

"What this means to you is that you will improve service to your customers while minimizing the inventory needed at each location."

R - Reaction: Ask for the customer's own view of how the benefit would serve the need. This confirms that you correctly understand the need. Also, importantly, it turns the product presentation into a dialogue with the customer instead of a monologue by you:

"How will this information help you improve your business?"

Cast each product feature or capability you present in the TFBR format. And present only features that represent solutions to needs you have already uncovered and agreed upon.

The TFBR method will shorten your product presentations dramatically and make them far more powerful. Why put your customers to sleep when you can instead engage them in a problem-solving dialogue that makes them very happy they agreed to meet with you?

In The Field:

The TFBR method isn't just for salespeople who meet clients face to face. The marketing professionals who support your company's sales efforts can use the TFBR format to help salespeople zero in on ways to present products as solutions that address key customer needs. Marketing people should think in terms of the TFBR process when communicating product information to the sales force and to customers.

Connie Fuller, manager of human resource development at Ball Seed Company, put it this way: "When marketing presents information consistent with the Action Selling sales training concepts, it is immediately more useful to our reps. It also supports our training efforts and creates a wonderful synergy."

Author: Duane Sparks

About Author:

Duane Sparks is chairman and founder of The Sales Board, a Minneapolis-based Sales Training company that has trained and certified more than 300,000 salespeople.

---

Random related phrase:

search for business name by address

Misspelled random related phrase:

ssearch for business name by address, earch for business name by address, seearch for business name by address, sarch for business name by address, seaarch for business name by address, serch for business name by address, searrch for business name by address, seach for business name by address, searcch for business name by address, searh for business name by address, searchh for business name by address, searc for business name by address, search for business name by address, searchfor business name by address, search ffor business name by address, search or business name by address, search foor business name by address, search fr business name by address, search forr business name by address, search fo business name by address, search for business name by address, search forbusiness name by address, search for bbusiness name by address, search for usiness name by address, search for buusiness name by address, search for bsiness name by address, search for bussiness name by address, search for buiness name by address, search for busiiness name by address, search for busness name by address, search for businness name by address, search for busiess name by address, search for busineess name by address, search for businss name by address, search for businesss name by address, search for busines name by address, search for businesss name by address, search for busines name by address, search for business name by address, search for businessname by address, search for business nname by address, search for business ame by address, search for business naame by address, search for business nme by address, search for business namme by address, search for business nae by address, search for business namee by address, search for business nam by address, search for business name by address, search for business nameby address, search for business name bby address, search for business name y address, search for business name byy address, search for business name b address, search for business name by address, search for business name byaddress, search for business name by aaddress, search for business name by ddress, search for business name by adddress, search for business name by adress, search for business name by adddress, search for business name by adress, search for business name by addrress, search for business name by addess, search for business name by addreess, search for business name by addrss, search for business name by addresss, search for business name by addres, search for business name by addresss, search for business name by addres