how to sell features and benefits

In order to implement feature-benefit selling as a part of your sales strategy, you must be able to understand the features that make a product or service unique. To do this, study a product or service's features compared to previous versions of it and comparable items being sold on the market by competitors.

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What are the benefits of selling?

Benefits of Direct Selling Direct selling offers important benefits to people who want an opportunity to earn income and build a business of their own, to consumers as an alternative to retail stores, and a cost effective way for business to bring products to market. Consumers benefit from direct selling because of the convenience and service it…

What are the benefits of sales?

• On average, companies say they have wasted $313,000 on sales tools that weren't fully adopted by reps over the past 2 years
• 76% of companies say that poor adoption of sales tools is a top reason teams miss their sales quotas
• 74% of sales leaders say using many different sales enablement tools increases security concerns and data loss risk

What is feature vs benefit?

Summary: The difference between features vs benefits

• Features are facts about products or services; they add credibility and substance to your sales pitch
• Benefits give customers a reason to buy because they explain how your product or service improves their lives
• To translate features into benefits, answer the question “So what?”

Are You selling benefits or advantages?

While "selling benefits" is more effective than "selling features," it isn't always clear to the customer why that benefit is important in the larger context of the customer's business.

Should you sell features or benefits?

Ask not what your customer can do for you, but what your product can do for your customer. Yes, that's right, you need to sell benefits not features. If you are not focusing on the benefits that your product or service has for its intended audience/customer, then you're not just doing it wrong.

How do you sell benefits over features?

Here's a step-by-step guide for using feature-benefit selling tactics:Study a product or service's features. ... Identify benefits of the features a product offers. ... Start your pitch by asking questions. ... Locate customer needs. ... Make connections for customers.

What are features and benefits in sales?

Features are representations of a particular product or service. They are an extension of what a person can do with a specific product or service. It aims to describe how their spectrum of liberties and opportunities can broaden after this acquisition. Benefits show the end results of the above-mentioned liberties.

What is an example of benefit selling?

An example of a product benefit is the efficiency of using four-wheel drive during a snowstorm, since this is a possible reason a customer might buy this product. Thus, sales approaches which utilize feature benefit selling are often the most successful.

What is feature benefit strategy?

Feature-benefit selling is a straightforward but highly effective sales strategy. The premise behind it is simple: the salesperson's job is to connect the features of their product to the benefits the customer will receive if they use it.

How do you turn a feature into a benefit?

Here's how you transform any feature into a tangible benefit:1) Clearly define the feature itself. ... 2) Describe why/how the feature is a benefit to the client. ... 3) How is that different than others? ... 4) Why is that better? ... 5) Pose a closing question.

How do you list benefits?

Focus only on the benefits that apply to the particular client you're talking to.Write down a list of the benefits your business offers to your clients. ... Think of all possible types of clients who will be interested in your products or services. ... Ask questions of the prospective client.More items...

What are examples of features?

An example of feature is freckles. An example of feature is a guest speaker at an event. An example of feature is a cover story in a magazine. An example of feature is a new movie coming out.

What is an example of a benefit?

An example of a benefit is the payment you receive from the insurance company if your house burns down. An example of a benefit is a dinner intended to raise money for the Susan G. Komen foundation.

What are some examples of product benefits and features?

Features are characteristics that your product or service does or has. For example, some ovens include features such as self-cleaning, smooth stovetops, warming bins, or convection capabilities. Benefits are the reasons customers buy the product or service.

How do you express benefits?

How to Write a Benefit Statement in 5 StepsIdentify the Problem. If you're having the right conversation with your customer, this should be the easiest step. ... Highlight a Feature. Which aspect of the product or service is going to alleviate their problem? ... Spotlight the Benefit. ... Present an Action. ... Share the Result.

What is a feature benefit chart?

A feature benefit chart goes over a product's features so that consumers can see what the product offers.

How to implement feature benefit selling?

In order to implement feature-benefit selling as a part of your sales strategy, you must be able to understand the features that make a product or service unique.

Why do companies design products with features that offer specific benefits?

This is because benefits play a powerful role in driving customers to make purchases, use a product with fidelity and develop brand loyalty over time.

What is the benefit of a product?

Benefits are the consequences or outcomes that customers experience by using a product or service. In most cases, a product or service's benefits present a solution to meet a customer's needs and are an influential factor in a customer's reasoning for making a purchase. For example, a new pair of glasses that feature a screen with impact-resistant ...

What is a feature benefit matrix?

You may be able to create a feature-benefit matrix—a chart that directly correlates benefits with features—to use throughout your sales process. While identifying benefits, it's important to remember that some features can present multiple benefits simultaneously.

When will feature benefit selling be available in 2021?

July 8, 2021. Sales professionals regularly formulate new approaches to attract customers and encourage them to make purchasing decisions. The process of feature-benefit selling offers professionals the opportunity to make valuable connections to customers throughout the sales cycle. If you're seeking methods to help customers better understand ...

Why is it important for customers to make their own connections about a product?

When customers can make their own connections about a product's features and benefits, they can more easily understand the goals of a product. This can be especially useful in situations where a product's features present benefits that a customer may not have otherwise considered as desirable.

Why is it important to sell value?

This is incredibly important to understand, because it's the key to selling to other businesses. If the "value" you're selling is unique to your offering and large enough to make it a priority, you will win the business, as long as the customer has money to spend. And that's what "selling value" is all about.

When selling value, what is the business goal?

When "sell value," you start with the business goal that the customer would like to achieve–then tie that value to a specific benefit generated by a particular feature. Example: "Manufacturing delays resulting from widget unavailability cost your firm $10 million last year. Because our widgets are manufactured locally, we can provide them as soon as you need them."

What does "value" mean in business?

Most businesspeople (including many who sell for a living) define "value" as "the most product for the least amount of money.". Wrong, wrong, wrong! While that's how the term "value" is used in supermarket ads, it's not what "value" means when you're selling in the business world.

Is selling benefits more effective than selling features?

While "selling benefits" is more effective than "selling features," it isn't always clear to the customer why that benefit is important in the larger context of the customer's business.

The Difference Between Features and Benefits

Features are all the qualities about you and your business that make you so damn fabulous.

So why are you still doing it wrong?

Because features are easy. It’s what you know. You love talking about your business. It’s your favorite subject. You love sharing your expertise with the world and you’re certain everyone one else can’t wait to hear about it.

How to Write Benefits

So how do you write about benefits? To get to the benefits of your product or service, you need to dig deeper. State your feature, then ask a question like, so what? … and so? or … which means?

What Benefits Can Do for You

When we accept a new marketing client at Web Groovin, we always A/B test landing pages. We take the client’s heavily featured pages and run them against our benefits-focused landing pages and track the performance overseveral weeks.

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Dino is a Certified Google Partner and the Performance Manager for Digital Advertising at Cabaretti, a data-driven digital marketing and web design agency based in San Diego, California. He writes articles that help business owners increase sales and grow their business.

What is the difference between a feature and a benefit?

Features are generic, while benefits are personalized. If something is a feature, every customer can take advantage of it. A benefit, on the other hand, usually applies to a specific subset of customers -- sometimes, a single customer. Here’s an example: Feature: “Our platform automatically records your meetings.

Why do benefits matter?

Because features are the nuts and bolts of the thing and people make decisions based off emotion, selling on features alone is not enough.

What are the advantages of Hubspot?

Examples of Features, Advantages, and Benefits 1 Feature - HubSpot's Meetings tool provides an interface that is synced to your Google or Office 365 calendar. 2 Advantage - Prospects select the meeting time that works for them without back and forth email communication. 3 Benefit - You'll be able to reach more leads, book more meetings, and close more deals with less admin work.

Can a rep explain their product?

Reps cannot properly explain their product’s benefits without knowing their buyer’s goals, challenges, and desires. As the above example shows, what appeals to one prospect might not resonate with another. Asking the right discovery questions is necessary but not sufficient.

Do prospects want to get their money's worth?

Yes, prospects want to get their money’s worth -- but they usually don’t equate more features with higher value. When a rep throws the kitchen sink at the buyer, two things happen. First, the buyer feels like the salesperson doesn’t truly “get” him or his situation.

What does "feature" mean in business?

Which means that you turn a Feature in to an Advantage. “We are a big company (Feature), which means that we have the resources to help solve your problem” (Advantage). Remember, an Advantage is still only our best guess at what a customer might be looking for.

What is an advantage?

An Advantage is something we think might be a Benefit to a customer. The trouble is that most salespeople who don’t know the difference are much happier talking Features AT customers rather than finding out Benefits FROM customers.

What is a benefit statement?

What are Benefit Statements? Unlike features, which are 100% focused on your service or product, benefits bridge the conversation to focus in on the customer by demonstrating the advantage or gain the customer will get from the specific feature.

Can a sales leader sell without a major shift in selling methodology?

Unfortunately , without a major shift in selling methodology sales leaders find the initiative unsuccessful. Traditionally, if the average deal size is relatively small, sales reps generally are able to successfully sell the product based on features and benefits; however, when the average deal size significantly increases, ...

Why is it important to include both the features and benefits of a product?

This way, consumers know what is included in a product or service while also learning how it can add value to their lives. Marketers need to find a healthy balance between features and benefits to capture more people's interest in ...

What is the difference between features and benefits?

In order to create an effective marketing strategy, marketing teams need to know the difference between features vs. benefits. Though they tend to get confused, the main difference between these two marketing terms is that benefits explain how features can serve consumers.

What is a benefit?

A benefit is how a product or service can improve or add value to a consumer's life. They are what a product or service can accomplish for the consumer, which tends to be more of a selling point. Benefits answer the question, "What will this product or service do for me?".

What is a feature in marketing?

A feature is a factual statement about something included in your product or service. It may also be something that your product can do. Features add substance to your marketing efforts and are useful for people who are looking for a specific product or service. Features tend to help people who care more about the technical aspects ...

Why are benefits important?

They provide reasons why a feature helps create positive experiences. It's important for a marketing team to include benefits in their messaging to lead consumers to the right conclusion about your offerings.