From the course: Sales: Practical Techniques
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The difference between features and benefits
From the course: Sales: Practical Techniques
The difference between features and benefits
- Now every sales book, every sales course, talks about features and benefits. But I think there's something they miss out, and that's what I want to tell you about in this section. So let's just look at features and benefits in a bit of detail. Most sales people know all about the features of their product or service. They've probably been trained in those, and they're excited about the fact that the latest version of their product or service has got some extra features. The new BMW has got a, you know, a two part boot opening system or something,. And they love that. It's the first thing they want to tell you about when you go and visit them. So, features are easy. The problem is that the customer doesn't care that much about features. What they care about is the benefits they're going to get. So the fact that it's a 24 volt electric drill, that's a feature. Do I want a 24 volt electric drill? I don't know. Do I want a 100 hertz TV screen? I don't know. So I don't really care about…
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