The Real Differences between Features and Benefits
June 9, 2016
The art of winning business is to know how to provide a better match between a feature and benefit the customer seeks, and those the company can provide through its products or services. Watch them work and you’ll hear them say, this suit is pure wool, this car is fitted with air conditioning, or this camera has a shutter speed of one 2000th of a second. All they’re doing is passing on features, features, features, when all the prospect wants is benefits, benefits, benefits.