Marketing 3427 Chapter Six Notes.pdf - Thursday Marketing 3427 Chapter Six What do you buy • The bells and whistles(features or what you expect the

Marketing 3427 Chapter Six Notes.pdf - Thursday Marketing...

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Thursday, September 12, 2019 Marketing 3427 Chapter Six - What do you buy? The bells and whistles (features) or what you expect the product to do for you (benefits)? - Quantify the solution Compare your solution vs. status quo or other proposal Use cost benefit analysis and return on investment (ROI) - Don’t be feature barfer! Bridge words - Used to connect FABB’s in a presentation Data. Dump - Don’t overload your prospect with your knowledge - Turn people o ff if you data dump - Just give them enough information to make a good decision - NBF Need, benefits. Feature - What does a prospect buy? Benefits - Develop a product strategy Become a product expert Sell benefits, not features - Sell FABBS Value-added solutions - Tailoring the product strategy 1
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Thursday, September 12, 2019 Customized to satisfy each specific customers needs - Transacional - Consultative - Strategic alliance - What are selling solutions Answers for solving a prospects problem Selling solutions are often more encompassing than just selling one product Should always provide measurable results such as more profits, greater savings and greater profitability, etc.
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  • Spring '18
  • Chapter Six

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