{"id":2090,"date":"2013-06-11T09:07:55","date_gmt":"2013-06-10T23:07:55","guid":{"rendered":"http:\/\/pdtraining.com.au\/blog\/?p=2090"},"modified":"2015-09-01T13:07:06","modified_gmt":"2015-09-01T03:07:06","slug":"professional-sales-training-courses-perth-wiifm","status":"publish","type":"post","link":"https:\/\/pdtraining.com.au\/blog\/professional-development-training\/sales-training\/professional-sales-training-courses-perth-wiifm\/","title":{"rendered":"What is WIIFM? – Sales Training Course in Parramatta, Melbourne"},"content":{"rendered":"

Successful sales people appreciate this WIIFM aspect of the sales process and spend time with customers in understanding the WIIFM of a particular service\/product before they move to \u201cclose the sale\u201d.
\n<\/strong><\/p>\n

\"Sales<\/a>
Sell expertly and keep customers happy<\/figcaption><\/figure>\n

To develop knowledge and skills in sales, consider taking part in Sales Training Course<\/a> offered by pdtraining in Parramatta, Melbourne and other cities.<\/p>\n

Potential customers are always asking, \u201cWhat\u2019s in it for me?\u201d<\/i><\/p>\n

\"book<\/a><\/figure>\n

This is why it is so important for salespeople in Perth to focus on benefits rather than features.<\/p>\n

Sometimes salespeople are so enthusiastic about the features of their products that they forget to explain what the products will do for their customers. Customers might not care about all the wonderful features of your products, but they do care about how your products and services will solve their problems<\/a> or make their lives easier.<\/p>\n

Imagine that tomorrow someone invented a machine that woke you, got you out of bed, dressed, and fed you before taking you to work and doing your work for you.<\/strong><\/p>\n

If it then took you home in the evening, made you dinner and did all of this while providing sparkling conversation before tucking you into bed at night, ready to repeat the cycle the following day and kept you fit and healthy into the bargain, it would be worth investing in, without a doubt.<\/p>\n

But would you buy it if all you knew about it was from a sales pitch<\/a> which described it as having a \u201c24\/7 facilitation<\/a> setting\u201d and being \u201cusable in a range of locations\u201d?<\/p>\n

The technical terms which are listed as specifications in the manufacturer\u2019s literature will certainly be enough to convince people who are technically minded and have been scouring the internet for a period of time looking for the right model, but for many people there is only one question: \u201cWhat\u2019s In It For Me?\u201d<\/p>\n

That question should be answered in a few sentences at most, setting the customer\u2019s mind at ease and allowing them to ask any follow-up questions that they may have.<\/strong><\/p>\n

The likelihood is that they aren\u2019t buying it for any of a whole list of reasons, but for one specific one.<\/p>\n

The fact that they show some basic ignorance of what else the product does means nothing in terms of their being prepared to pay the agreed price, so battering them over the head with \u201ctech talk\u201d is self-defeating.<\/p>\n

It\u2019s much more important to bring the conversation back to the person and their specific problems or issues.<\/strong><\/p>\n

Again this is where the successful sales person in Perth will outsell the \u201cpushy\u201d sales person, because they take the time to listen<\/a> and respond appropriately.\u00a0 Too many sales people fall victim to repetitive pitches where they spit out the sales pitch without any concern for the person standing in front of them.<\/p>\n

\"book<\/a><\/figure>\n

While this machine may do all of these wonderful things, a particular customer may respond to only one or two aspects of these features, so it\u2019s important t observe the customer very closely while describing the features and benefits.\u00a0 When you see a client\u2019s eyes light up or a big smile cross their face, then you\u2019ve probably touched on something they feel is important to their situation, while another client will respond to a completely different feature\/benefit.<\/p>\n

Never assume that the WIIFM is the same for every customer!<\/strong><\/p>\n

Related Article…<\/a><\/p>\n

Pdtraining <\/a>delivers 1000\u2019s of professional development courses each year in Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth, so you can be assured your training will be delivered by a qualified and experienced trainer.<\/h4>\n

All public\u00a0Sales Training<\/a> courses include am\/pm tea, lunch, printed courseware and a certificate of completion.\u00a0 Customised courses are available upon request so please contact pdtraining on\u00a01300 121 400 to learn more.<\/h4>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

Successful sales people appreciate this WIIFM aspect of the sales process and spend time with customers in understanding the WIIFM of a particular service\/product before they move to \u201cclose the sale\u201d. To develop knowledge and skills in sales, consider taking part in Sales Training Course offered by pdtraining in Parramatta, Melbourne and other cities. Potential […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12],"tags":[628,1127,650,1126,1032,39,1125,1034,651],"views":52,"_links":{"self":[{"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/posts\/2090"}],"collection":[{"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/comments?post=2090"}],"version-history":[{"count":9,"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/posts\/2090\/revisions"}],"predecessor-version":[{"id":4639,"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/posts\/2090\/revisions\/4639"}],"wp:attachment":[{"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/media?parent=2090"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/categories?post=2090"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pdtraining.com.au\/blog\/wp-json\/wp\/v2\/tags?post=2090"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}