Demonstration capacity

TG Data Set: A collection for training AI models.
Post Reply
suhasini523
Posts: 201
Joined: Tue Jan 07, 2025 4:37 am

Demonstration capacity

Post by suhasini523 »

After you've connected the dots between your solution and your buyers' needs, you'll need to prove that the connection exists.

There are three basic ways to describe your product's capabilities, according to Rackham:



Characteristics.
Advantages.
Benefits.


Features are most useful when selling simple, low-cost products. It is chile whatsapp number database imperative to keep in mind that end users tend to find features more attractive than decision makers who care about the bottom line.

Advantages describe how a product's features are actually used. Like benefits, they are useful for small purchases, but less compelling with larger ones.

Benefits go a step further and show how a feature can help the prospect. They usually have a financial component and meet your customer’s needs.

A well-crafted benefit gives the buyer a reason to buy your product.



Types of objections according to Rackham
Your goal as a salesperson is to find out why the buyer hasn't completed the purchase and then help them understand why their concerns aren't real.

So Rackham says there are two types of objections buyers might have:

Value: When your prospect isn’t convinced about the ROI of your product, they might say, “I like the features, but the cost is too high.”
Capability: The prospect doubts that your product can meet their specific needs. This translates into comments like, “I’m not sure you’ll be able to do X thing for us,” “that process seems like it would take longer than you say,” etc.


On the other hand, these capacity objections can be broken down even further:

Can't: Your solution can't solve one of the buyer's top priorities
It may: Your solution may solve one of their top priorities, but they don't see it that way.

It's important to prevent as many objections as possible. Most objections are avoidable if you don't try to sell too soon.

Rackham's research revealed that reps can cut the number of objections in half by using implication and need-reward questions to build value before presenting a solution.

Before giving you some tips, we leave you with this audio material so that you can expand your knowledge regarding SPIN Selling.
Post Reply