Sales Presentation Training

Test your sales presentation skills

Sales presentation training that will test your sales skills and show you how to improve your presentation to customers.

There’s a simple test that I use with my sales teams.

It checks they’re making the best use of features and benefits when presenting to customers.

It keeps your sales presentations customer focused, and you'll look at the presentation from a buyer's viewpoint.

Take the test and check your not making a common sales mistake:

Presenting too many features and not enough benefits.

Sales people often talk on and on about the features of their products. This is because features are easy to learn. You just read the product manual, or a description, and start presenting.

Benefits take a bit more time and understanding, but the investment in this sales skill is worth it.

This test will make massive improvements to your sales presentations no matter what type of sales you're working in.



The Sales Presentation Training Test

Step 1

Choose a product or service that you sell and you regularly present to prospects.

Now do your normal sales presentation and record what you say. You can use a voice recorder or write down what you say.

...Many mobile phones now have recording options..



Step 2

Take a piece of paper and draw a line down the middle. At the top of the left side write Benefits, and on the right Features.

Listen to the presentation, or look at what you have written. For every benefit you presented place a tick in the left hand column, and for every feature tick the right column.

A feature is something about the product or service you sell, or what it does. A benefit is what the product or service will do for the buyer.



Examples

The braking system is a feature of a car. The protection it gives the buyer, and their passengers, if they have to break quickly is a benefit.

A feature of this sales presentation training is the test. The benefit will be the additional sales you close when you have completed it.

So if you have a watch that tells you the time, is that a feature or a benefit? ...Answer shown later if you need it..



Step 3

Total the ticks in each column.

You can now see how many benefits and how many features you are using in your sales presentation.

The more benefits you include in your presentation the more customer focused it is. Benefits are about the customer, what they want as an end result, the bottom line benefits provided by the features.

Remember this sales presentation tip: The more features you present the more your sales presentation is focused on your product or service. Features are the details, mechanisms, and attributes of your product.



Benefits to Features
What should the ratio be?

There are no fixed rules about the ratio of benefits to features in sales presentation training. It depends a lot on the type of product you sell.

Personally, I aim to never have more features than benefits. I usually present a feature just so I can show how I will provide the benefits.

The more your sale is based on emotion, impulse, how it looks or feels, and an end result for the buyer, the more benefits compared to features there should be in your sales presentation.

You still need features, but they are there to show how your product will provide the benefits the buyer wants.

Now you know how many features and benefits you currently use in your presentation, you can decide if you want to us this sales presentation training and make some changes.

Now you can move to Sales Presentation training and get more sales skills training to help you close more sales and earn more money.

...Well, was the fact that a watch tells the time a feature or a benefit? Yes, it’s a feature. So what would be the benefits of you knowing the time?..








Sales Skills main page

To go to the main page of the Sales Skills section and get more sales training on that will add to your existing sales techniques open Sales Skills main page.



Sales Training home page

You can start a new search for more sales training and sales tips by moving to the Sales training home page.



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All 4 Sales Training Courses in One Package

sales training courses

All 4 sales training courses in one complete package and with a special 30% discount on the usual price.

In this sales training course package you get:

Making Sales Appointments by Telephone

Selling Success using a sales process

Overcoming Sales Objections

How to Close a Sale


See more information and how you can start using all 4 courses today by opening 4 Sales Training Courses...

Or see details of the 4 individual courses below...



Sales Appointment Training Course

Learn how to build your own sales appointment call

Step by step instructions means you can put this training it into action today

Complete exercise program to build your appointment call in your own words

Enjoy making cold calls with confidence and professionalism

Fill your diary with selling opportunities

See the professional sales appointment workbook training course that I use with my sales teams.

For more information before you buy click the image above or open Appointment Cold Calling...



How to Overcome Sales Objections

How to overcome sales objections gives you an easy to use 4 step process for handling all sales objections.

You'll learn how to close more sales, and earn more money or grow your business.

Because the techniques are practical, and developed while working with real sales professionals, you can have this sales objection workbook working for you today.

For more information before you buy click the image above or open Appointment Cold Calling...



Selling Success Sales Training Course

Create an effective sales pitch for any product or service that you sell.

Follow a step by step guide and you'll have a great sales pitch in your own words.

Close more sales because you know how to use the stages of the sales process.

Make use of all the skills and techniques you currently have.

This is the sales training course that I use with my successfull sales teams.

For more information before you buy click the image above or open Sales Training Course...



How to Close More Sales

See proven sales techniques on how to close sales as a natural part of your sales process.

Close more sales with confidence using closing skills that have been developed by working professionals.

See ideas on how to close for your particular products and customer types.

Plus: Avoid common closing mistakes.

Tag the close on to your sales presentation.

Know when to use one line closes or longer questions.

With this effective course on closing sales you get 40 pages of straight to the point training.

For more information before you buy click the image above or open How to Close a Sale...