Sales Management: Use TFBR's to support field sales skills

Action Selling In Action

The TFBR method (Tieback, Feature, Benefit, and Reaction Question, a selling skill used during sales presentations, is explained in my previous post.

The TFBR method isn’t just for salespeople who meet clients face to face. The marketing professionals who support your company’s sales efforts can use the TFBR format to help salespeople zero in on ways to present products as solutions that address key customer needs.
Marketing people should think in terms of the TFBR process when communicating product information to the sales force and to customers.

Connie Fuller, manager of human resource development at Ball Seed Company, put it this way: “When marketing presents information consistent with Action Selling concepts, it is immediately more useful to our reps. It also supports our training efforts and creates a wonderful synergy.” Cont act The Sales Board at 1-800-232-3485.

Learn more about Sales training, selling skills or our Action Selling Certification program.