If we are talking about sales, especially small ones, then the success of the deals here is directly dependent on the number of questions asked. Simply put, the more questions we ask the client, the more likely it is that he will agree to buy. If the product is really necessary for a person and meets his needs, then he will easily buy it.
Product components:
Characteristics. Any service or product has certain parameters, properties or characteristics that can be felt, touched or compared.
The usefulness or advantages of the offered product. This characterizes the possibility of applying the product's characteristics in practice.
Benefit. This parameter refers to office 365 database how and to what extent our product solves the customer's problems. It is important for the manager to remember that people very rarely come to spend extra money or just look. A visit to a point of sale is an investment of time, which the buyer did not just go through.
Product components
The seller should not talk about the cheapness of the product when communicating with the client. This is a good characteristic, but it does not cover the needs, the same can be said about the demand and fashionability of the product.
The language of benefits
Now we will tell you how the characteristics, usefulness and profitability of a product can help you buy it. Let's imagine that a client came for a brand new washing machine, and during the conversation we managed to find out that he has a large family and has to wash quite often.
Your words: "The drum capacity of this washing machine is 9 kg."
The language of benefit refers to the characteristics of our product. This cannot be limited to this, since it is not yet clear how exactly this will satisfy the buyer's needs.
You then say: "This is quite a large volume, which will allow you to wash more laundry at one time . "
This sentence already sounds better. Initially, we voiced the characteristics of the washing machine, and now we also emphasized how exactly it can be used. But this is still not enough.
Summary: "You said that you have to do a lot of laundry. This model will significantly reduce the time you spend on laundry."
This proposal resonates with the customer because it speaks to his needs. This construction of the phrase emphasizes the benefit, people understand it much better than dry facts and figures of technical characteristics. We have successfully demonstrated that our product is a solution to the problem stated by the buyer.