登录查看更多内容

How can you explain technical features in simple terms during a sales pitch?

由人工智能和领英社区提供技术支持

When you are selling a product or service that has technical features, you might face some challenges in explaining them to your potential customers. Technical features are the aspects of your offer that make it unique, valuable, and effective, but they can also be complex, confusing, and intimidating for some people. How can you explain technical features in simple terms during a sales pitch? Here are some tips to help you communicate your value proposition clearly and persuasively.

此文章中的业界达人

由社区从 2 条内容中精选。了解更多

Rose Anne G.

Sales Professional in Adelaide, South Australia

1 Understand your audience

Before you start explaining your technical features, you need to understand who you are talking to and what they care about. Different audiences have different levels of knowledge, interest, and needs when it comes to technical details. For example, a technical decision-maker might want to know the specifications, performance, and compatibility of your product, while a business decision-maker might want to know the benefits, outcomes, and return on investment of your solution. To tailor your explanation to your audience, you need to do some research, ask questions, and listen carefully to their pain points, goals, and objections.

添加您的观点

Rose Anne G.

Sales Professional in Adelaide, South Australia
举报内容
Asking the customer to explain their understanding of the product gives us an idea of how they have grasped it. This allows us to understand what they are after and what product to pitch among our portfolio. We use the terms they use to explain things so we are aligned and we try to make sure that we are on the same page before moving on to the next step. Lastly, we make sure all their concerns are addressed by being available for discussions and demos.

已翻译

赞

2 Focus on benefits, not features

One of the most common mistakes in sales is to focus too much on the features of your product or service, and not enough on the benefits for your customer. Features are what your offer does, while benefits are what your offer does for your customer. Benefits are the emotional, functional, and financial value that your customer gets from using your product or service. For example, instead of saying that your software has a cloud-based architecture, you can say that your software allows your customer to access their data from anywhere, anytime, and with any device. Benefits are more relevant, engaging, and persuasive than features.

添加您的观点

3 Use analogies and examples

Another way to explain technical features in simple terms is to use analogies and examples that your customer can relate to. Analogies are comparisons that show how your product or service is similar to something else that your customer already knows or understands. Examples are specific scenarios or stories that illustrate how your product or service works or solves a problem. For example, instead of saying that your product uses artificial intelligence, you can say that your product is like a smart assistant that learns from your customer's behavior and preferences. Analogies and examples can help your customer visualize, understand, and remember your technical features.

添加您的观点

Matthew Flatman

GreaseApe Co-Founder & Sales Director | Helping businesses grow through GreaseApe Lubricant Sales.
举报内容
Working the technical features into a story is an effective way to demonstrate your products more complex aspects, telling a story would be more relatable and might make it easier for your customer to understand. Stories are also more memorable than technical information.

已翻译

赞

4 Simplify your language

When you are explaining technical features, you want to avoid using jargon, acronyms, or complicated terms that might confuse or alienate your customer. Jargon is the specialized or technical language that is used by a specific group or profession, but that might not be familiar or clear to others. Acronyms are abbreviations that are formed from the first letters of words, but that might not be recognized or explained by everyone. Complicated terms are words or phrases that are long, difficult, or obscure, and that might not be easy to read or pronounce. Instead of using jargon, acronyms, or complicated terms, you want to use simple, common, and plain language that your customer can understand and follow.

添加您的观点

5 Check for understanding

Finally, after you explain your technical features, you want to check for understanding and feedback from your customer. Checking for understanding is a way to make sure that your customer has grasped your explanation and that there are no gaps or misunderstandings. Feedback is a way to get your customer's opinion, reaction, or questions about your explanation and your offer. To check for understanding and feedback, you can use techniques such as summarizing, paraphrasing, asking open-ended questions, and inviting comments. Checking for understanding and feedback can help you clarify, reinforce, and improve your explanation, as well as build rapport and trust with your customer.

添加您的观点

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Direct Sales

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How can you explain technical features in simple terms during a sales pitch?

1

2

3

4

5

6

1 Understand your audience

2 Focus on benefits, not features

3 Use analogies and examples

4 Simplify your language

5 Check for understanding

6 Here’s what else to consider

Direct Sales

给文章评分

感谢您的反馈

更多Direct Sales相关文章

更多相关阅读内容

How can you explain technical features in simple terms during a sales pitch?

1

2

3

4

5

6

1 Understand your audience

2 Focus on benefits, not features

3 Use analogies and examples

4 Simplify your language

5 Check for understanding

6 Here’s what else to consider

Direct Sales

给文章评分

感谢您的反馈

查看其他技能