1. Sales Training
EXP Nigeria
June 2015

2. Why are you HERE?

3. Who is your target audience?

4. What is Selling?
• Selling is offering to exchange an item of
value for a different item.
• Selling is an exchange of goods or services for
money.
• Selling is the way that you help customers to
buy products and services from your
business.

5. Principles of Selling
• Success in selling is primarily a function of
establishing and managing relationships with
customers.
• To accomplish this you must:
–Always be sure you have a positive answer
to the question: "what's in it for me?"

6. Features and Benefits

7. Benefits
• Advantages or personal
satisfaction a customer
will get from a good or
service; features that have
been made into customer
benefits are selling points.
• Answers the question
– What is in it for me(WIIFM)
Features
• A physical
characteristic or
quality of a good or
service; what is it’s
intended use?

8. Features and Benefits
Products typically list a number of features.
• The features of a product have no meaning to
a customer.
• The only thing that matters to him is the
benefit that he can obtain from those features.
• A customer is willing to pay more for a
product, that can satisfy his needs, than for
another product that can not.

9. Features and Benefits
Because it has.....FEATURE
You will be able to.....ADVANTAGE
What that means to you is.....BENEFIT
Identify the Need State the Feature
Explain the
Benefit

10. Role Play Scenario

11. Brand Features and Benefits

12. Activation Mechanics

13. Role Play Scenarios

14. 5 stage selling Format
• Summarize the situation.
– Talk about the situation on ground as it applies.
– Ensure summary includes a business need.
• State the idea.
– Introduce the brand.
– Explain in relevance to customer’s current situation.
• Explain how it works.
– Features & Benefits.
– Price offer.
• Reinforce the benefits.
– State what’s in it for the consumer.
• Close
– Offer the product.

15. Role Play Scenarios

16. Questions???