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Present Solutions: Features and Benefits of Your Product

Does the customer understand why your product is the best on the market? Do you have proof to back your statements? A customer must be assured that you have thoroughly reviewed their needs and have offered the best solution possible. This module demonstrates:
  • Linking features and benefits
  • The importance of obtaining customer feedback
  • Appropriate actions for gaining customer commitment

This module is designed for managers and salespersons needing skills in presenting products and services to customers.

This module can be presented in two to four hours, depending on participants' skill level and teaching objectives. The module includes:

  • Break out groups to solve team problems
  • Discussion on techniques for team development
  • Exercises and presentations
  • Practice sessions and role plays
The participant's workbooks contain reference text and exercises, are bound and three hole punched. The module is divided into three sections, one for each phase of training: the Pre-Workshop Assignment, the Workshop Material, and the Post-Workshop Action Items. Participant's workbooks can be used for classroom instruction or on a self-paced basis.

The leader's guide contains the same material as the participant's workbook, with the addition of a section of introductory notes, answers to exercises and explanatory margin notes. The leader's notes contain tips and techniques on setting up and administering the session, checklists, and other teaching aids. Other beneficial components include:
  • A listing of suggested videos which complement the material.
  • Notes which highlight key points, provide tips for training, and detail competencies to be gained.
  • Margin Notes on the workshop materials which guide the leader through the material and indicate when to ask questions, encourage discussion, use flip charts, break into groups, and refer to specific material.


By the end of this module, the participants will be able to:

  1. List the steps in the Presentation.
  2. Write initial benefit statements.
  3. Verbalize the difference between features and benefits and link features to benefits.
  4. Demonstrate an understanding of features, benefits, and how to link them in a Paired Practice.
  5. Write a statement which provides evidence to substantiate their solution in the Paired and Practice exercise.
  6. Demonstrate their ability to present solutions in a role-play situation.

Merit Training Corporation
Phone: 757-546-7703
e-mail: info@merittrainingcorp.com


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