September Sales Meeting: FBR Reactions by Carolyn Duffner https://padlet.com/carolynduffner/q5vlw4s5efy1 Made with fortitude en-us 2018-09-12 12:38:51 UTC 2025-11-02 02:36:55 UTC hello@padlet.com https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280527980 As I listened to two TEAM members discuss the Features they stated the facts closed ended. When they role played a second time the stated the feature as an open ended question which allowed the role playing customer to provide acceptance of the Feature

]]> 2018-09-12 18:46:53 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280527980 https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528386 I did now get the reaction that i anticipated. My features and benefits(almost the same) were about being able to handle a customer globally. They responded that they were a smaller family owned business that felt like we were too big for them, and they would receive the attention they deserve. Stressing that we are a family owned company that is large enough to handle anything, but small enough to care would be benif ]]> 2018-09-12 18:47:37 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528386 FBR Response https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528664 The reaction was mixed. They appreciated that the salesperson remained with the account, but needed more clarity around the “core processes and services”. A separate feature could be used here around our core processes and services and another could be the salesperson staying engaged. The benefits are very similar. ]]> 2018-09-12 18:48:10 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528664 https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528765 Feature - We are a single-source solution
Benefit - We own the project from start to finish.  We're here with you the whole way. Your time is valuable.  Don't waste it worrying about the status of your move.  Let us manage all aspects of the move so that you don't have to.

Feedback - When I use the phrase "single-source solution" I tend to think of it referencing warehousing, install, move, transportation, etc. and not so much just move management which is how i read the benefit (as referencing just a move). Also, the benefit sounds like it's only relating to a move where the point of contact isn't responsible for moves on a full-time basis. I feel the benefits should be tailored to the person/situation when we need to act more like a partner filling the gaps or like a full-service provider handling total project/move management.]]> 2018-09-12 18:48:23 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528765 FBR https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528851 I received the desired reaction but then tried to change the script to present as an open ended question]]> 2018-09-12 18:48:34 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528851 Awahl https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528860
1) I didn't. I was hoping to get a "wow" response but instead I was asked several operations questions about out 700 United Locations and how they are supported, etc. 
2) I think if the convenience factor was pushed more, the reaction I wanted would have happened
3) ]]> 2018-09-12 18:48:35 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528860 https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528920 Feature, network of 700 agents across the country and service providers across the globe
Benefit, our partnerships ensure  seamless quality service anywhere across the country
Desire reaction, That sounds great, we have had issues with consistency, you can have all of
o
ur]]> 2018-09-12 18:48:41 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528920 https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528931 I didn’t get the reaction I wanted but I got a semi-positive response to both the feature and benefit. I think highlighting saving time and money would garner a response I was hoping for.

]]> 2018-09-12 18:48:42 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280528931 https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529008 I dod not get the response desired as the feature was too wordy, the benefit was mote clear but customer had questions to multiple features listed.]]> 2018-09-12 18:48:51 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529008 Employees are committed to company and out customers (then longevity talking about the tenure of employees) the dpthe and breadth of our knowledge and experience is unique. https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529108
This would help to gain agreement if the company you are talking with also has the same culture and longevity ]]> 2018-09-12 18:49:04 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529108 https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529166 I believe the benefit used was a little too vague and I should have been more specific in our companies core values to illicit the desired response/reaction

]]> 2018-09-12 18:49:12 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529166 It seems that the feature and benefit, explanation were lengthy and asked the same thing in a different way. As a client I would be checking out in the response https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529324 2018-09-12 18:49:31 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529324 https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529560 Yes the reac]]> 2018-09-12 18:49:57 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529560 https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529565 Yes the reaction received was anticipated. ]]> 2018-09-12 18:49:58 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529565 F https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529923 I got the desired response. Would have worded benefit a little different. ]]> 2018-09-12 18:50:45 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280529923 Hello There https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280530247 We both had the desired results   The feature and benefit was to wordy.  

Benefit should have been: we develop clear and concise SOP's through a collaborative 
 manner with you the client this will ensure confidence in the implementation of the project ]]> 2018-09-12 18:51:27 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280530247 Sterling Archer https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280531757 I didn’t get the response I wanted, but know how to re-word the feature to get the response]]> 2018-09-12 18:54:28 UTC https://padlet.com/carolynduffner/q5vlw4s5efy1/wish/280531757