Making features and benefits work for you
Featured in the Networking Skills for Business Success training manual
By Tessa Simpson
Category: Personal Development
Credit price: 3 download credits (Single user)
We know what we make, do, or supply, but that won’t necessarily interest other people. This training activity helps participants discover what interests someone else and then links back to what they make, do, or have to offer.
The training activity opens with a discussion to ensure that the participants have a common knowledge of features and benefits. There is an optional exercise to use with those participants who have a limited understanding of the concept. Next, the participants make a list of the features of their department, and then turn them into benefits. They examine motivation from the perspective of the salesperson and learn how to discover a buyer’s primary motivators. In a final exercise, the participants practise the technique of open questioning to find out what motivates buyers to be interested in what they have to offer. The training activity closes with a discussion to review how the participants feel about finding what motivates people to buy and using alternative ways to motivate different people.
Who is it for: This training resource is intended for use by trainers to help participants discover what interests someone through the use of active questioning, and to use this information to link the other person’s interest to what they and their organisation does.
- Themes:
- Influencing,
- Making contacts,
- Networking,
- Personal relationships,
- Research,
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 02:20:00 |
| No of Pages: | 16 |
Resources: View standard resources for Fenman training activities
Purpose: This training resource is intended for use by trainers to help people who understand the theory of features and benefits to know how to apply it in a practical way, through research, in order to make contacts, influence others and build personal relationships.
Download the training activity, Making features and benefits work for you as featured in the Fenman training manual; Networking Skills for Business Success