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The Benefits Game
by Mary Beth Guard

If you're launching a new product or service, have your employees play The Benefits Game, with either a prize or some sort of recognition going to the winner.

To begin, give employees an information sheet about the new product or service to help them understand it. Then, ask them to put their "customer hat" on and think about why this new product or service would be of benefit. What is it about it that customers would like, or would want, or would need?

Once they've analyzed it from a customer perspective, have them write the perceived benefits on an index card. Compile a list from all the ones submitted and put it on your intranet or in your employee newsletter.

Once employees understand why a product or service would be desirable to a customer, it will be much easier for you to motivate them to try to sell it.

First published on BankersOnline 08/27/01.




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