Question 1

List all your products below:

Describe all your current products below:

This is merely an exercise, where you write down all the products and services, you offer.

Question 2

Now list all the features, associated with each product below:

This is a very simple exercise, where we simply list all the current features associated with using our product or service.

Example: 

A feature of a smart phone is that it has a camera

Think about all your products and list their features below:

Question 3

Explore all the features associated with your product or service and list the benefits associated with each feature below:

This is where you uncover exactly what the product or service will do for your customers.

What is in it for them?

Example: 

Previously we stated that a feature of a smart phone is the camera.

A benefit associated with the camera, is that it will allow you to always have a facility to record memories, right in your pocket.

Think about all the features, associated with your products and services, what are the “BENEFITS” to your customers

List all the benefits associated with using your products or service below:

Question 4

Describe below, exactly what your current products or services do to transform your customers business from an undesirable state to a more desirable one?

Explore all your current products and describe the transformation, your customers can expect as a result of choosing you as a partner?

Example:

In the case of my “Sales Enablement Solutions“. We empower sales professionals to perform all the “BEST SALES PRACTICES” habitually.  This means that sales teams are equipped to consistently “WOW” their customers and smash their sales targets.

In the case of the camera, it provides an always available recording facility that ensures that you will never miss having a facility available to record important memories

Think about your own industry and markets.

Describe below, exactly what your current products or services do to transform your customers business from an undesirable state to a more desirable one?

Question 5

What transformation can your customer expect, after using your product or service?

Explore at all your current products and services and list the positive transformation, your customers can expect to enjoy after using your product or service, below:

Example:

In the case of my own “Sales Enablement” business, my customers can expect their sales team to optimise their sales perfromance and results, as a result of improved “Sales Enablement Skills“, a new sales success habit set, optimised sales decks and a deep understanding around how to effectively engage their customers.

In the case of a courier company. Their customers can expect to have their products and parcels to be delivered, on time, in perfect condition and at the right location, every time, so that they can satisfy their customers needs and receive payment.

In the case of the tool supply company. Their customers can expect to have the exact, top quality tool they require to effectively manufacture, maintain or repair everything they need to.

Now think about your product or service.

What positive transformation, can your customers expect, when purchasing your current products and services?