Sellling Those Features With Benefits

Explaining how a feature will be beneficial to an individual customer is always important in any kind of sale. This holds true whether you are selling self storage, or telephones, or automobiles, or security on your property, etc. This is an important step in the sales process for two reasons. One, it conveys to the consumer how the particular feature actually works and what it is used for. And two, it allows the customer to know how this feature will be useful for them personally. So and which are great words to use when discussing the benefits of a feature.
Examples:

• Our self storage units have drive up access, so it is easier for you to unload your belongings into your unit
• This phone has Caller ID, which allows you to see who is calling
• This car has Cruise Control, which will help you avoid a speeding ticket on long trips
• Our property has a fence, which gives you better peace of mind

 
No matter what the feature is, you can always put a positive spin on it and relate it to what your customer’s particular needs are.

• Our self storage units are all inside the building down the hallway, so we can better monitor who is coming and going and improve security
• This phone will announce who is calling, so you do not have to find your glasses to read the Caller ID
• This car is a manual transmission with a stick shift, which makes it easier to get out of snow drifts
• Our fence is 8 foot tall and gated so only customers can get into the area

Simply telling a customer the features you provide is not enough. Showing them how these features will improve their lives is what is really important, and will make it far more likely that they will want your product or service. That is why we here at PhoneSmart stress giving the feature (drive up, caller ID, cruise control, fence) and then giving the benefit (monitor and security, announces who’s calling, better for snow, and 8 foot tall). Both of these things, benefits and features help provide the caller and walk in customer with all that goes into pricing a self storage unit, car, caller ID or security. If you can help the potential self storage customer visualize the value of the self storage unit for the money, then the potential customer will be more likely to spend their money.

Sales techniques and good sales training along with being a first-class listener will let you convey to the potential customer that your self storage property is worth the money and the peace of mind of storing your belongings. It takes a flexible and seasoned sales professional to be able to convey to a potential customer that they are getting their money’s worth. So whatever you are selling take these tips and run because the name of the game is getting more customers who will spend more money while giving them a top quality service or product.

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.

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