Sell Benefits--not Features

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Joined: Tue May 03, 2016 9:46 am

Re: Sell Benefits--not Features

#1 Postby Sourav1990 » Tue May 10, 2016 10:14 pm

Yes very true..But i feel besides selling the advantages and benefits one should also focus on the way he or she present them in front of the customers. The delivery style matters a lot.
For example : A product of two different companies at similar price almost have same features. In that case if the concerned sales person of both the companies mentions the advantages and benefits then their presentation style,their way of approaching the customer makes the difference.

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Joined: Mon Apr 18, 2016 3:10 pm

Re: Sell Benefits--not Features

#2 Postby Achinta22 » Fri Apr 29, 2016 9:50 am

Very True... We should sell benefits and advantage of our product except their features. Coz the features of almost all the competitors are same but the benefits and advantages of the product makes a difference plus the way how you represent it to your customers.
So try to influence the customers by giving them what they want instead of what we are selling....

Posts: 175
Joined: Mon May 26, 2014 11:23 am

Sell Benefits--not Features

#3 Postby saketroy2 » Sat Aug 22, 2015 12:18 pm

A boy went to buy a bicycle and the asked for the price of a particular bicycle...he said...2000 bucks...boy asked why it is high priced....sales person has soft Foam seat...boy was not satisfied with the price and he ended up buying less expensive bicycle with normal spring seat.

What went wrong here ?

Sales person told the feature of cycle....price was appropriate too...still he couldn't sell...

What he missed was..>Selling the Advantage and Benefits..

Feature - Soft Foam Seat...

Advantage - Softer than spring seats

Benefit - Hurt riders rear less and very comfortable...

Do not leave customers to identify benefits...tell them the advantages and benefits..only then he will buy....Features are of no use untill it is associated with Benefit...

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