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?”
What is features and Benefits Selling?
Feature and benefits selling is a sales strategy that’s meant to show the value in your product. Features and benefits selling is a strategy long employed by salespeople. Now, you can add the SPIN selling strategy to features and benefits selling.
What is the difference between features and benefits?
In Sales, Features and Benefits are technical terms, and one of the first sales techniques rookie salespeople need to learn. A Feature describes a fact or characteristic about a product or service. It usually says what the product or service is. A Benefit is something your customer has said they want.
What are the benefits of a product or service?
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?” Persuasive copy requires a mix of features and benefits. Imagine you’re selling an oven. One of its special features is a fast preheat system.
What are features in a sales pitch?
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
What is feature and benefit selling?
What is feature-benefit selling? Feature-benefit selling is the process of connecting your the things your product helps your customer do (features) to the goals it will help them achieve and the pain points it will help them eliminate.
What are features & benefits?
Benefits: What's the Difference. Features are what the product or service does, describing which attributes set it apart from the competition. Benefits describe why those features matter and how they help the target audience.
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 are key selling features?
Selling is the heart of the business....Following are the key features of selling in a planned economy:Core of Marketing. ... Basis of Exchange. ... Centers Around Salesmanship. ... Means of Promotion. ... Creative Function. ... Social Character.More items...•
What are examples of features?
The definition of a feature is a part of the face, a quality, a special attraction, article or a major film showing in the theatre. An example of feature is a nose. An example of feature is freckles. An example of feature is a guest speaker at an event.
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 features of a product?
What are product features? Product features are a product's discrete areas of new and upgraded functionality that deliver value to your customers. You can think of these as little gifts. Broadly, product features can refer to capabilities, components, user interface (UI) design, and performance upgrades.
How do I sell benefits and not features?
Sell benefits not features: the whyEngage with your audience. Remember market research? ... Speak your audience's language. Armed with the results of your market research, you can now probably see your product or service better through the lends of the consumer. ... Get Emotional. ... Turn your features into clear benefits.
What is a benefit of a product?
Product benefits are any positive impact that a good or service has on the experience of a consumer interacting with it. Customers may note immediate benefits or long-term benefits, which they might experience at increasing levels the longer they use your product or service.
How do you write benefits not features?
3 Tricks for Writing about Benefits, Not FeaturesStart with an Action Verb. Believe it or not, people actually do want to be told what to do — even (especially?) from your business. ... Say “You” as Often as Possible. They say everyone's favorite word is their own name. ... Try the “So What?” Test.
How do I turn features into benefits?
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.
Why is it better to sell benefits than features?
Selling benefits rather than features makes it a lot easier to charge higher prices. You are able to differentiate your product by creating a story that emphasises intangibles. This helps you justify a higher price than a generic product.
What is the difference between features advantages and benefits?
Advantages explain the significance of a feature and how it solves a problem, often in a factual, concrete, or measurable way. Benefits, on the other hand, are subjective and appeal to the emotions or pains of the prospect. In essence, advantages are why the features matter, and benefits are why the advantages matter.
What are features of a product?
What are product features? Product features are a product's discrete areas of new and upgraded functionality that deliver value to your customers. You can think of these as little gifts. Broadly, product features can refer to capabilities, components, user interface (UI) design, and performance upgrades.
What is the difference between features and benefits quizlet?
How do features and benefits differ? A feature is something the customer can touch, feel smell, see or measure. A benefit is how a feature helps a particular buyer.
What is a benefit in marketing?
What is a Benefit? Benefits are the outcomes or results that users will (hopefully) experience by using your product or service – the very reason why a prospective customer becomes an actual customer.
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What is feature and benefits selling?
Feature and benefits selling is a sales strategy that’s meant to show the value in your product. Features and benefits selling is a strategy long employed by salespeople. Now, you can add the SPIN selling strategy to features and benefits selling.
Why are benefits more powerful in large sales?
In contrast, benefits are much more powerful in large sales because they address explicit needs (but you have to do the work of developing these needs first in the investigating stage, to the point where customers say they want something).
Why are advantages more positive?
Advantages have a greater positive impact on small sales than large ones because they address implied needs rather than explicit needs, which you have to develop in a large sale to justify the high price. Offering solutions to implied needs isn’t enough in larger sales.
What are benefits of a solution?
Benefits show how a solution meets an explicit need of the customer. Examples are: “We have this in stock, so we can meet your need for immediate delivery,” “This machine will give you the greater speed you’re looking for,” “This feature saves energy, which gives you the cost savings you need.”
What is a type B benefit?
A type-B benefit, which demonstrates how a product/service meets an explicit need of the customer. Researchers found that when it came to features benefits selling: In smaller sales, using the type-A benefit contributed strongly to success; in large sales, it contributed only a little to success.
What is the next stage of a sales?
After the investigating stage of a sale where you ask SPIN questions, the next stage is demonstrating value. This stage, also referred to as demonstrating capability, is where you present your solution. In a major sale, some ways are more effective than others. Features and Benefits selling is one of these effective ways.
What does it mean when a customer asks for feature details?
At this point, people with technical expertise in the product can boost the sale.
Why is feature benefit selling important?
Most of the advantages of feature-benefit selling outlined above combine to improve the chance for professionals to close deals and boost sales. When the valuable connections professionals can make through feature-benefit selling meet customers' needs, customers can better grasp how a product or service can help them achieve desired goals. From here, customers may be more likely to make purchases, recommend a brand's products to their friends or family, use a product with fidelity and return in the future to make additional purchases from a brand. Each of these activities can lead to improved sales over time.
What is feature-benefit selling?
Feature-benefit selling is the process of helping prospective customers make connections between the features a product offers and the benefits they may enjoy from those features. This process entails sales professionals identifying customer needs, helping customers understand the goals of a product's features and drawing conclusions about the benefits a product can provide. As a strategy, feature-benefit selling allows sales professionals to guide customers towards recognizing the results a product or service may help them achieve.
What are benefits?
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 frames may provide customers with the benefit of dropping or handling their glasses without the fear of breaking them.
How to approach a customer during a feature benefit pitch?
As you approach a customer during a feature-benefit pitch, start your conversation by asking them exploratory questions about what they're looking for in a product or service and the features they think of as desirable. Asking these questions may allow you to better assess a customer's needs. Here are a few examples of exploratory questions you might ask:
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.
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 make connections in sales?
Throughout the sales process, it's important for customers to make connections about how a product's features may produce a desirable result. These connections can encourage them to make a purchase and promote a product as a solution to a specific need. With feature-benefit selling, sales professionals can make connections for customers rather than relying on customers to make their own, which can expedite the closing process.
What is the difference between features and 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.
What is a feature in a product?
Features are facts about products or services; and benefits give customers a reason to buy because they explain how your product or service improves their lives.
What are the benefits of real benefits?
Real benefits connect to your customer’s desires, such as saving time; reducing costs; making more money; becoming happier, healthier, more relaxed, or more productive.
What are the benefits of designing a kitchen?
Real benefits connect to your customer’s desires, such as saving time; reducing costs; making more money; becoming happier, healthier, more relaxed, or more productive. Let’s say you design beautiful kitchens. You can answer So what? in different ways: You’ll have a kitchen where you can relax and feel at home.
How to help clients with their desires?
Sneak into your client’s minds. Learn what they secretly dream of. Understand how you can fulfill their wishes and desires. And how you can help them avoid trouble and hassle. When you connect your know-how and enthusiasm to your client’s desires, the magic happens. Your business will grow. You can increase your fees.
How to highlight a key benefit?
Highlight a key benefit (or problem you avoid) in your headline or subhead. Use bullet points to list a series of features and benefits, because they’re easy to scan; mention the most important points first or last. Avoid technical language your reader doesn’t understand.
Why do we use bullet points?
Use bullet points to list a series of features and benefits, because they’re easy to scan; mention the most important points first or last
Why are features important in sales?
Features are important in the sales process. People want to know what they are buying.
Why is it important to include both features and benefits in a sales process?
It’s the features that allow you to justify the decision that you just made to anybody questioning you , including yourself. This is why it’s super important to include both features and benefits into your sales process. Benefits sell and features increase customer satisfaction.
Why is Facebook group important?
A good Facebook group allows our prospects to learn more about our products and get 3rd party validation. They can meet people who have taken the test drive, kicked the tires and really love the car.
Should features and benefits be a partnership?
Features and benefits should be a partnership. Our customers will not have the same emotional benefit if our products and services don’t have amazing features. The key is to remember where your customer is on your lot and present them accordingly.
Is it better to offer features or benefits?
Features and benefits are not enemies. If you want more sales and far fewer returns, offering features AND benefits is always best.
Is social media a good tool?
There’s nothing I love more than helping you create more leads and sales for your business. Social media is such a great tool if it’s used correctly .
Can you talk about your product on Facebook?
You can start talking about the features once you have moved your friend from your personal wall to your Facebook group .
What is feature-benefit selling?
Feature-benefit selling is the process of connecting your the things your product helps your customer do (features) to the goals it will help them achieve and the pain points it will help them eliminate.
What is the function of features and benefits?
While these are by no means obscure words that demand a dictionary definition, we need to establish what the functions of features and benefits are in the context of feature-benefits selling. To a certain extent, we can think of them like a “set-up and punch line”-type operation, where the features set up a person’s expectations and the benefits act as the punchline, by delivering the value of a product/service. Here’s a more detailed look:
Why is it important to provide customers with the benefits of purchase?
Providing customers with the benefits of purchase is crucial because they can move away from the technical peculiarities of an object or service, allowing them to focus on how it can elevate their life. This is a shift from factual information to emotional stimulation.
What are the emotions that salespeople can explore to increase their sales?
There is a wide array of emotions that salespeople can explore to increase their sales: fear, greed, a sense of belonging, and so forth. Feature-benefit selling, on the other hand, allows people to make purchases that help them alleviate frustrations, they’ve been dealing with for quite some time.
How does a feature need to be connected to the benefits of a product?
A feature needs to be connected to the benefits of a product through an emotional connection. This makes the customer create a cognitive connection between the product and the improved quality of life. However, there is an important question — how do we know which benefits the customer is interested in?
Why is storytelling important in selling?
By incorporating this technique in your feature-benefit selling, you’ll be able to increase your sales and revenue significantly.
What is feature in business?
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.
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 ...
Why is it important to include features in marketing?
Features provide the facts of a product or service, but they don’t necessarily create a need in the consumer’s mind. It’s crucial for an effective marketing strategy to include both features and consumer benefits.
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.
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 ...
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 a product?
Simply put, features are statements about your product, for example, what it does, its dimensions, or specifications. In contrast, by definition, benefits show what a product can accomplish for the prospective buyer and answer the only question they care about, “what’s in it for me?.”
What is SOCO selling your solution?
In SOCO’s Selling Your Solution training, we focus on the foundational sales skills everyone in sales needs to master. Whether that’s asking the right questions to uncover problems, presenting your solution effectively, tactfully overcoming objections or presenting so efficiently that closing becomes easy.
What is the most important focus of feature benefit selling?
Although we have stressed the importance of evoking certain emotions in your prospects, the most important focus of feature-benefit selling is eliminating their frustrations by purchasing a product or service.
What Is the Difference Between Features and Benefits?
However, it’s essential to make a clear distinction between them in the context of sales, especially feature-benefit selling.
How to make an offer more emotionally appealing?
So, making your offer more emotionally appealing by identifying the most relevant benefits and formulating them in a manner that resonates with your prospects will bring you more sales.
What is a feature in a product?
Features are functionalities of a product or service that enable users to do something – an email automation platform with a B2B-lead database, a car with blind-spot warning, a fridge that can crush ice, or a 5G-ready smartphone. As you can see, features are more tech-oriented, and in some cases, potential customers might not even understand all the flashy mumbo jumbo and jargon aimed at impressing them. The point of displaying features is to highlight a gamut of new opportunities that purchasing this new product or service will bring to potential customers.
What does it mean to make prospects feel better after buying?
Make prospects feel that their life will improve after they make a purchase. Besides these emotionally-based benefits, there are the ones that are much more practical in nature, such as that your product: Has some time-saving features, meaning that they will have more time to invest in high-value tasks.
Why can't you use a single set of benefits?
That’s why you can’t use a single set of benefits in order to appeal to your entire target audience. While it’s crucial to create your ideal customer profile and buyer personas, these models aren’t enough if you want to connect with your prospects on a deeper and more meaningful level.
Do all prospects want the same benefits?
Not all of your prospects will be interested in the same benefits.
Why is it important to understand the difference between features, benefits, and value?
However, when selling value it’s critical to correctly map your value statements to different prospect persona and their needs. Everyone has different pain points and therefore will respond to value that speaks to that. This is a concept especially crucial to success in the B2B as there are several different people involved in the buying process.
What are Product Features?
Features are product attributes or product aspects and capabilities. The key thing to know about features is that features are 100% focused on your product or service offering. To demonstrate, I picked a product or company feature from Apple, Amazon, and Blue Apron.
What happens to sales reps when deal size is small?
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 , prospective clients expect to hear more than that—they want to hear and receive value. Now value is great for many things, like ...
How to sell subjective value?
To help answer this question, look at your benefit statement and try adding and filling out the blank area with messaging that’s reflective to the categories above.
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.
How to grow revenue?
When looking to grow revenue, a common strategy is to increase your deal size and sell upstream. 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, prospective clients expect to hear more than that—they want to hear and receive value.