Monday, October 26, 2009

The Difference Between a Feature and a Benefit

A feature is something your product has. If you are a realtor and you are selling a house on a tree-lined street, the tree-lined street is a feature.

A benefit is a feature that the prospect cares about.

If your prospect loves uninterrupted sunlight streaming through every window in the house, the tree-lined street is not a benefit to that buyer. When selling, a sales person needs to understand what features the prospect cares about.

The only way to know what they care about, is by asking questions and listening very carefully to their answers.

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