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What’s the Difference Between Features and Benefits?Why do you need to know the difference between features and benefits? There’s an easy formula to help you determine the difference between a feature and a benefit. A feature is anything that you can see, feel, or use on a product; it is something. A benefit is how you are going to feel as a result of that feature; the intangible advantage it provides. To become a better sales person, you should look at the features of your product, and then determine what the benefits to your prospective client might be. This is important because your client will buy based on emotion, and justify based on logic. Features are the logical component of the purchase, benefits are the emotional triggers. For example, if you were buying a new car for your new family, you would likely be interested in the car with the air bags that envelop the passenger in the event of an accident. Most sales people might point out that your family would be safe in the event of an accident, but a good sales person would ask if you would enjoy your new car more if you knew that nothing was going to hurt your family. The airbags don’t just give you protection; they give you the peace of mind that comes with knowing your family is safe. Successful sales come from knowing your product and knowing
your client. If you can show them how
they will benefit emotionally from the purchase, you should find that you are
able to sell faster Source: Free Articles from ArticlesFactory.com
ABOUT THE AUTHORBy
putting a fresh set of eyes on your existing business, Peter Frumenti is
able
to identify the challenged areas in your company; whether you’re selling
computer chips or potato chips, or prospecting leads for real estate or
PTA
volunteers. If the right tools and processes are in place, you and your
business will become leaders in your field. Visit www.performnowcoaching.com
to learn how Peter can help you.
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