Article: Putting Benefits Before Features
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Putting Benefits Before Features
Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation.
As I listen patiently and attentively, I privately critique the sales person as they make their pitch.
I look for certain things, the basics, are they making eye contact with me, do they have a healthy knowledge of their product, do they ask me open-ended questions? Etc., etc.
The one thing that I have noticed about the majority of sales people, even the ones I see on infomercials, is that they spend the majority of their presentation discussing their products features, and not it?s benefits.
As a consumer it is very important to know all the features of a product, however, I find it much more important to know the bene...
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