How to Sell Online version This video will help you learn how to sell features and benefits. by Anne Yao 1 Does price sell products? Select one or more answers a no b yes 2 What do we want to do in the third part of the sale? Select one or more answers a sell the product b listen to what the customer needs c funnel it down/narrow it down to what the customer needs d explain everything we know about the product 3 What product does he use as an example? a A cell phone b A ballpoint pen c A pencil d A retractable pen 4 What expressions can I use for features and benefits? Select one or more answers a It is great because... b It has.... c It has...so you.... d I recommend...because... 5 What do many salespeople do? a Sell the features b Sell the benefits c Let the customer figure it out on his/her own d I recommend...because... 6 Everything has a feature and a benefit. a True b False c Let the customer figure it out on his/her own d I recommend...because... 7 Why does he ask the group to point up at the ceiling? a To make them look stupid. b To make the other side feel stupid. c To look at the product being featured. d To point out that when we mention a feature without a benefit, we make the customer feel confused. 8 How do we fix this problem? a When you point out a feature, imagine the customer saying "So what?" b When you point out a feature, imagine the customer saying "Who cares?" c When you point out a feature, imaging the customer saying "What is the product?" d To point out that when we mention a feature without a benefit, we make the customer feel confused. 9 What is the goal? a Explain a feature and benefit b listen to the customer and suggest something c match the features to the needs of the customer d To point out that when we mention a feature without a benefit, we make the customer feel confused. 10 What is the fifth part of a sale? a closing b closing and an add-on c paperwork d To point out that when we mention a feature without a benefit, we make the customer feel confused.
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