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Suggest You - Features Are The Way NOT To Sell - Benefits Win Business
Perhaps you are trying to figure out what kind of career is best for you in the future, or maybe you even are looking for a career change in your life. If so, one very fun and stimulating field to consider is the arts. A career in the arts can be very exciting and there are many different career choices to consider within the field.
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is nee
After World War II American industry returned to the peacetime production of consumer goods, for which there was unparalleled demand and no competition. Untouched by war, the industrial heartland produced cars, washing machines, vacuum cleaners, mixers, lawnmowers, refrigerators, furniture, carpet, and all the goods for the growing
Customers buy BENEFITS – so try to to SELL them, because it's BENEFITS that justify expenditure (of time, money, and effort).
For example: The handle on that mug on your desk is a FEATURE.
The BENEFIT is the ability to enjoy hot coffee without burning your hand.
Sometimes thought to be old fashioned, A&P believe that features and benefits analysis still forms the basis of a sales proposition
When asked, how many salespeople can define the real benefit that a certain feature or property of their product provides?
The phrase we use to turn a feature into a benefit is ‘Which means’
It works like this
The coffee mug has a handle on the side
Which means
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is need
70 miles north of New York City is the home of positive thinking, Pawling, New York. Pawling is a town of Optimists and one Optimist that put this town on the map was Dr. Norman Vincent Peale. Known as the Father of the Positive Thinking and Motivational movement in the 1950’s and Founder of the Center for Positive Thinking, P
For example: The handle on that mug on your desk is a FEATURE.
The BENEFIT is the ability to enjoy hot coffee without burning your hand.
Sometimes thought to be old fashioned, A&P believe that features and benefits analysis still forms the basis of a sales proposition
When asked, how many salespeople can define the real benefit that a certain feature or property of their product provides?
The phrase we use to turn a feature into a benefit is ‘Which means’
It works like this
The coffee mug has a handle on the side
Which means
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is nee
So, you have decided to enter the exclusive field of business flying. Congratulations! Before you go further, have you done all the research that you can to find out all the details that you need to know about this exciting field? Some people say that business aviation is a mystery compared to working for the airlines and, in many w
When asked, how many salespeople can define the real benefit that a certain feature or property of their product provides?
The phrase we use to turn a feature into a benefit is ‘Which means’
It works like this
The coffee mug has a handle on the side
Which means
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is nee
BackgroundThere’s a conundrum that currently exists between the customer and the seller in financial services. The customer buys and the seller sells. The customer is focused on their wants as much as needs, and whilst the seller often says they are focused on the customer’s needs, all too often the focus is on products and p
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is nee
A holistic business approach is a relatively new concept that is increasingly being accepted by the business world. To be a business that uses holistic techniques, it means that the entire organization is considered in its processes and policies, as opposed to focusing only on its specific components. By using the holistic approac
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is the salesperson to go to the next stage and maybe beyond to describe the real benefit to the prospect.
Maybe something like this:
The computer has 80 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
Which means
You don’t have keep downloading files to other storage devices for archiving
Which means
You don’t have to spend time on the archiving process
Which means
Less time wasted on computer housekeeping
Which means
More time available for profit making business activities.
The final benefit statement, actually produces a money element into the process, and this could be regarded the only final benefit for business users.
Finally, look at the feature again, and see if there are any other benefits from the feature.
A benefit might be obtained by thinking about the number of storage disks saved, the cost of buying a new PC or hard disk if the alternative is a PC with a small disk.
This gives a clue to finding the real benefit of a feature. If you take that feature away from the produc
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