The Body Shop
With the dynamics of technology and change in consumer expectations has made it necessary for salespeople to change the way they selling their products. Nowadays, some salespeople learned the psychology of selling, focus on benefits in sales presentation and keep the golden rule by applying them in selling process and build a loyalty among customers.
Salespeople can use some specific methods to help determine the prospects thoughts during sales presentation which stimulus the selling products. A useful selling technique used by successful salespeople today is benefit selling. These techniques often referred to as the FAB selling technique which uses to relate a products benefits to the customers needs using the products features and advantages as support.
Product feature is any physical characteristic of a product. As examples one of The Body shops product which is “Illuminating Moisture Cream”. This moisturizer comes in a little jar, and the cream actually shimmers. Its not a sparkly, glittery formula, but serves just enough iridescence to give skin a subtle glow every day. Vitamin E and Sea butter keep skin moisturized all day long without being greasy or thick, and super-fine mica is the ingredient that keeps user shimmering. In additional, features have little persuasive power because buyers are interested in specific benefits rather than features.
During the sales presentation, product feature will trigger the product advantages which are the performances characteristics of products that describe how it can be used or will help satisfy buyer. The body shops products are proving this and direct increase the chances of making sales. Examples, “Illuminating Moisture Cream” provide both moisture and a nice glow at the same time. Illuminates face really well with no glitter or shimmer. Spreads really well and leaves no oily residue or film and its also can be used in hot weathers.
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