Feature, Benefit and trial close

What if you had a tool that could make a major impact in increasing and solidifying your sales? Would you use it? It’s called feature benefit trial close. A sales technique used for decades. Its purpose is to strengthen communication and build value with a customer for a product. It seems that the more a customer can relate to a product, the more value is perceived. The understanding of this concept is crucial, not just to create sales but to solidify clients now and in the future. Let’s breakdown this tool, but first we will use it as an example. Feature: Today we’ll discuss a tool called feature, benefit, trial close Benefit: The use of this tool will definitely increase the quality and volume of your sales Trial close: How does that make you feel? Feature: A distinguishing part or characteristic, something special or unique about a product. You should be able to pick out at least three features for any one piece of merchandise you have. Sometimes it’s best to categorize, for example; In the automobile industry your three features for a family vehicle is based on reliability, safety and capacity while the sport car’s three features is based on looks, performance and handling. In the jewelry industry, the three most important features of an engagement ring are the size; shape and quality, while a necklace are the looks, workmanship and length. Benefit: What does it mean to the customer? If your feature on a family car is the vehicle has extra side impact safety bags, your benefit could be; that’s great because just incase you have an accident your chances are greatly increased that and your family will walk away from it. If the feature of engagement ring is that the gemstone is 1ct in weight. The benefit could be; that’s great because most gemstones purchased for an engagement ring are ½ ct and smaller, which means you will have a ring that will stand - apart from your friends and family. Trial close: This is the follow up. Without it you can never know if the benefit has any meaning to the customer. Do they care for it or not? The trial closes for the above benefit statements could be in order; How do you feel about that? and, How does that make you feel? Feature benefit trial close can be used on any situation or product at anytime For a product, pick up any object that is around you. Maybe your favorite pen? Pick three features and a benefit for each and make sure you trial close. If you practice with another person and they are answering you negatively on your trial closes, ask them why. For a situation, think of something you might want someone to do for you. Maybe you need someone to switch a days schedule with you. In this case you only have one feature. This time pick out three benefits and make sure you trial close. Feature, benefit and trial close will be a powerful tool to your future success. It will help you to handle situations and sell product with a greater ease. Remember to practice, role-play and give/receive feedback to perfect this tool.