Are you selling the right way? Selling in 2016 is NOT the same as selling in 2006. Learn how to distinguish your selling techniques by promoting a benefit of your product over the feature.

1. Features Vs Benefits Benefits
Are you selling the right way?

2. What We Will Cover
 Know the difference in features and benefits
 Problems marketing that you’re not aware of
 Understand what people want
 Ask Yourself, So What?
 SDI sales pointers for stores.

3. What is a feature?

4. Features Are Cool
Selling Features for the AcmeTikon12:
 It has 300 gigabytes of space!
 It has a 1.7GHz processor!
 Our AcmeWebTool’s templates have over 5000
color options!

5. So What?

6. “Prospects don’t want features. They want you to
change their lives for the better.”
– Clayton Makepeace

8. Features Are Cool
Selling Features for the AcmeTikon12:
 It has 300 gigabytes of space!
 It has a 1.7GHz processor!
 Our AcmeWebTool’s templates have over 5000
color options!

9. But Benefits Are BETTER!!!
Selling Benefits for the AcmeTikon12:
 The AcmeTikon12 has enough space for 75,000
songs!
 Our AcmeTikon12 is our fastest than ever, making
browsing a cinch!
 We guarantee our AcmeWebTool’s templates will
have your business’ brand colors.

10. What is a Benefit?

11. How to Sell a Benefit?

12. How to Sell a Benefit?

13. The Problem with Marketing

14. The Problem with Marketing

15. The Problem with Marketing

16. Understand what people
want
• People don’t want to buy a smart TV. They want to watch Netflix
without having to plug in an additional console.
• People don’t want to buy cooking books. They want to invite their
friends and relatives to dinner and have a good time.
• People don’t want to buy a scuba diving course. They want to go out
and dive with cool fish and share it on social media!

17. Understand what people
want
"Here's what our product can do"
and
“Here's what you can do with our product"
sound similar, but they are completely different
approaches.

18. Ask Yourself…

19. The So what? trick works in any
industry
 Our doors have strong hinges. So what? They
won’t bend when the door is slammed shut a
thousand times.
 Our regulators have an overbalance design. So
what? They breathe so amazingly easy.

20. Again, Ask Yourself
 How will their life be better, easier,
or more fun with my product or service?
 Why will they want to tell their friends
about my company?
 How will the prospect justify this
purchase to themselves or their spouse?

21. Beware
Don’t sell empty promises or lies…
Consumers will still do their research after all.
DO NOT LOSE THEIR TRUST!

22. How to sell SDI programs?
 The course is flexible so that you can have an almost
customized experience based on your needs.
 The course is more affordable and you can save some
money to upgrade some of those equipment purchases.
 The course is globally recognized and you can dive in the
most incredible places world wide once you’re certified.
 You can have your c-card right after the course and not
wait 3 weeks to get your certification.

23. What We Covered
 Know the difference in features and benefits
 Problems marketing & you didn’t even know it
 Understand what people want
 Ask Yourself, So What?
 SDI sales pointers for stores.

24. Questions