MANAGEMENT

Detailed explanation-1: -Obvious or apparent benefits are advantages that need little explanation by the salesperson. The customer already knows, or can easily recognize, the benefit. Wha are unique benefits? Unique or exclusive benefits are advantages that are available only from your good, service, or business.

Detailed explanation-2: -You want products or services with features which customers perceive as valuable benefits. By highlighting benefits in marketing and sales efforts, you’ll increase your sales and profits. It’s important to remember that customers buy products and services because they want to solve a problem or meet a need.

Detailed explanation-3: -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.

Detailed explanation-4: -Feature-benefit selling is a straightforward but highly effective sales strategy. The premise behind it is simple: the salesperson’s job is to connect the features of their product to the benefits the customer will receive if they use it.

Detailed explanation-5: -To prepare a feature-benefit chart, a salesperson must know: facts about the product. A customer interested in buying an expensive product asks a question you can’t answer. The customer leaves without buying but promises to come back later.