SD - Asking Questions & Presenting Benefits

Pick a product and come up with three questions to learn about the Who.

Remember: After you know who will be using the product, you can ask probing questions to learn more.

Pick a product and come up with three questions to learn about the What.

Remember: After you know what Smart Home products the customer already owns, you can ask probing questions to learn more.

Pick a product and come up with three questions to learn about the How.

Remember: After you know how the product will be used, you can ask probing questions to learn more.

Benefit statements help the customer make the decision to buy. Customers who are uncertain of a product's features and usability will not purchase.

Write a benefit statement that helps build a customer's confidence in a specific product.

Benefit statements help the customer make the decision to buy. Customers who feel they don't need the product need to be convinced that they must have it.

Write an exciting and convincing benefit statement for a specific product.

Benefit statements help the customer make the decision to buy. Customers that see the cost as prohibitive or not worth it must see the value (time savings, money savings, convenience, etc.)

Write a benefit statement that exhibits true product value to the customer.