Podcast
Questions and Answers
What is feature-benefit selling?
An important part of selling is determining what each customer is looking for in a good or a service, then proving that your good or service has the features which will benefit him/her.
What is a feature?
A feature is a physical characteristic or quality of a product.
What is a benefit?
A benefit is the personal satisfaction or advantage that a customer wants from a product.
How do features and benefits differ?
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What are obvious benefits?
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What are unique benefits?
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What are hidden benefits?
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What information must you know to create a feature-benefit chart?
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List some common categories of product features.
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Where can a salesperson get information about product features?
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Describe how to create a feature-benefit chart.
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Study Notes
Feature-Benefit Selling
- Feature-benefit selling involves identifying customer needs and demonstrating how a product or service meets those needs through its features.
Features
- A feature refers to a specific physical characteristic or quality of a product, such as size, color, or material.
Benefits
- A benefit is the personal satisfaction or advantage that a customer derives from a product, addressing their preferences and desires.
Differences between Features and Benefits
- Features are measurable or tangible aspects of a product, while benefits explain how those features provide value to the buyer.
Obvious Benefits
- Obvious benefits require minimal explanation and are easily recognized by customers, simplifying the selling process.
Unique Benefits
- Unique benefits are exclusive advantages offered by a product or service that competitors do not provide, creating a distinct selling point.
Hidden Benefits
- Hidden benefits require clarification from the salesperson; customers may not immediately perceive these advantages without assistance.
Creating a Feature-Benefit Chart
- To create a feature-benefit chart, one must know what features to look for, where to find relevant information, and how to effectively organize that information.
Categories of Product Features
- Common categories include:
- Construction and materials
- Appearance and style
- Unique features
- Durability
- Product uses
- Service and warranty
Sources for Product Feature Information
- Information can be obtained from various sources, including:
- The product itself
- Customer feedback
- Manufacturer brochures and publications
- Insights from other sales personnel
- Promotional materials
Steps to Create a Feature-Benefit Chart
- Find the product's features across various aspects (construction, style, etc.).
- Gather product information from reliable sources.
- Compile a chart listing each feature alongside its corresponding benefit to customers.
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Description
This quiz explores the concepts of feature-benefit selling, essential for effective sales techniques. It covers the definitions of features and benefits, helping sellers understand how to meet customer needs. Perfect for anyone looking to improve their sales strategy.
