The Benefit to the customer
Seminar objectives
The participants
- will be able to ascertain the customer's needs by using specific questions
- recognize the type of customer and his or her motives
- will be able to ascertain the customer's short, middle, and long-term goals
- will be able to awake a need in the customer
- will be able to present an individual offer
- will be able to formulate the benefits to the customer
- recognize their own strength and weakness and develop a plan how to improve
Contents
- Demand analysis (recognizing, awakening needs)
- Specific, open questions
- Active listening and scrutinizing questions
- Motives and motive structure
- Presentation of an offer
- Effective formulation
- About product benefit and customer benefit
- Discussion about the daily sales routine of the participants
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Duration
- 2 days
Description of the seminar "The Benefit to the customer" as PDF-Download 
