EBMS Grad Floyd Devine Speaks to Students About Needs-Based Sales Techniques

Students in the Entertainment Business Master of Science degree program’s Product and Artist Management course recently were able to learn about need-based sales techniques during a visit from a graduate of their very own program. While Floyd Devine graduated from Full Sail as recently as April, he has found a way to combine his business sense with his passion for scuba diving.

While attending Full Sail, Floyd incorporated a media consulting business called Locian LLC, with the aim of promoting his personal digital media and eventually move towards publishing and distribution. He also acts as a contributor to Bonnier Publishing’s Scuba Diving Magazine, and is the Director of Scuba Labs, a gear testing and rating team that is a known and trusted voice in the scuba diving community.

During his class presentation, Floyd spoke to students about how he was able to develop the concept of customer needs and product features as the starting point for a benefits based sales approach. The approach focuses on finding a customer’s needs and pairing it with the product (or skills) that a person is trying to sell to demonstrate a direct, tangible benefit. While students at first were tasked with applying these techniques to a scuba-related scenario, Floyd then related the concept to the various businesses and job plans of the students. Students were also able to see how applying these practices to their resume and job interview skills can improve their results in reaching their goals within the entertainment industry.

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