Track Selling Step 5: Fill the Need
Product Code: PB139 Time: 19 Minute(s)

Summary:

During Step Five of the "Track Selling System", Fill the Need, all the careful groundwork you've been laying will begin paying off. You now show your prospects precisely how your product or service solves their problems or fills their needs. You also help your prospect make positive decisions about your product or service, as well as the price. During this program, you'll learn how to use the Feature/Benefit/Reaction sequence. You'll also learn how to appeal to your prospect's needs, not necessarily to the consumer's.

Outline:

  • Introduction
  • Feature/Benefit/Reaction Sequence
  • The Heart of Your Presentation
  • Features and Benefits
  • Summary

Applicability:

Non-Managers, Front Line Managers

Author(s):

Roy Chitwood

Technical Requirements:

Any Pentium-class PC with 64MB Ram. Windows 95, 98, NT, ME, 2000, or XP. 90MB disk space required for the Mobile Learner. Internet Explorer 5.0 or higher required. 56K minimum connection speed. Windows Media Player. JavaScript must be enabled. Java permissions. Microsoft VM or Sun Java VM 1.4. Netscape and AOL browsers not supported.

Copyright Information:

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Terms of Use:

None

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