Feature-Benefit Selling: Close Deals Faster and Boost Sales

Feature-benefit selling is a solid sales technique for many types…

Feature-benefit selling is a solid sales technique for many types of businesses. Salespeople frequently develop new approaches to entice customers and influence their purchasing decisions.

Throughout the sales cycle, feature-benefit selling allows professionals to forge valuable connections with clients. This article covers some feature-benefit selling examples and the key advantages of this technique.

Difference Between Product Features & Benefits

Communication is key to a successful sales process, and focusing on benefits will help in closing a deal. Always show your customer the tangible benefits of buying your product. But before that, it’s important to understand the difference between features and benefits.

Features are the physical aspects of your product. It could either be technical or descriptive. The features tell customers what sets it apart from the competitors.

Benefits are used to explain why a particular feature matters and how it can be advantageous to the customer. In other words, it describes how a feature can improve their life.

What Is Feature-Benefit Selling?

Feature-benefit selling is the process of helping customers connect the features of products to their benefits. Sales experts are responsible for identifying customer needs and helping customers understand the goal of a product’s features. They also draw conclusions about the benefits a particular product can provide.

As a marketing strategy, the product-benefit technique allows salespeople to enlighten customers regarding the outcome they can achieve through a product or service.

A man and women gathered around a table discussing a project
Photo by Jason Goodman on Unsplash

Advantages of Using Benefit-Selling Technique

The feature-benefit selling tactic has several benefits for sales experts and businesses looking to advertise their products to potential customers. Here are some of the important advantages of this technique:

Determines Customer Demands

The feature-benefit selling technique is highly efficient in determining customers’ needs and issues. It also lets you understand what problems they are hoping to solve by purchasing your product or service

A key component of feature-benefit selling is asking customers probing questions about their preferences. It includes what they’re searching for in a product or the characteristics they didn’t like in previous purchases. It allows you to precisely assess their demands and suggest suitable products and services.

Connect the Dots for Customers

During the sales process, it’s crucial for buyers to understand how a product’s attributes could lead to the desired outcome. Feature-benefit selling allows salespeople to connect the dots for clients rather than depending on them to do so on their own.

These connections may persuade people to buy a product and advertise it as a solution to a particular problem. It helps to accelerate the closing process.

Helps Customers Understand the Product’s Objectives

When customers can create connections between a product feature and its benefits, they are more likely to understand the product’s objectives. This can be especially helpful when a product’s features offer benefits that a client would not have previously thought to be desirable.

With a better understanding of how a product can help beyond their needs, customers are tempted to make a purchase.

Increases the Likelihood of Brand Loyalty

The benefits of a product’s unique features are highlighted in feature-benefit selling strategies. Customers may consider a particular product superior to others on the market based on these features and benefits. This thought processing can lead to a better possibility of brand loyalty.

When a specific product feature and benefit is engraved in the customer’s mind, they turn more loyal to the brand. As a result, they become a regular customer in the future.

Boost Sales Over Time

Most of the above-mentioned advantages work together for salespeople, enhancing the chance of closing deals and improving sales. Customers better grasp how a product can help them when sales experts make valuable connections that meet customer needs.

From this point, clients may be more inclined to make purchases and suggest a brand’s products to friends or family. They also use a product more faithfully and come back later to make more purchases from the company. Over time, each of these actions leads to increased sales.

Feature-Benefit Selling Examples

Over 90% of all sales are made through feature-benefit selling. When selling a product, salespeople correlate the features along with its benefits for potential clients.

By emphasizing the product’s benefits rather than just its features, this technique provides additional details pertinent to the customer’s life. Here are a few phrases of feature-benefit selling examples that might entice a customer.

  • Our newest feature is better and more efficient, so you will now have 20% less work to do.
  • You won’t need those specialized tools anymore because it is now only half the size it was before.
  • Your options are no longer limited because it now comes in twenty more colors.
  • Our new product is now 40% faster, which means you save up to 20% of your cost!

To Wrap Up

Feature-benefit selling is a simple yet powerful marketing technique that can help close deals, boost sales, and ensure brand loyalty. This article covers the advantages of the feature-benefit selling tactic and provides some examples for understanding the concept better. Hope you find this post helpful!

Frequently asked questions

What are features and benefits in sales?

A feature describes a product’s functionality. They could also serve as differentiation points from your competitors. These features do more than just work, they make you happy – not because they change you, but because they do. Your features may remain consistent from customer to customer.

Why is it important to explain the features and benefits to a customer?

Your products or services always have features that make it important because they let your customers know how well they will benefit from them.

Why is it better to sell benefits than features?

It’s much easier to charge higher prices if you sell benefits rather than features. By focusing on intangibles, you can differentiate your product. So you can justify a higher price than a generic product.

What is a feature of a product?

Features are qualities or attributes of products that are valuable to end-users and differentiate products in the market. A battery life for an electronic device can be described as an important feature.

Why are product features important?

By telling user stories, users can determine who the product’s user is, what features they prefer, and why he or she chooses those features. You should make sure every user understands exactly what a feature provides so they can understand why they should purchase your product.

What is the benefit to the customer?

Customer benefit is defined by the customer’s needs, which are satisfied by a particular product or service. This need decides which product or service the customer purchases. Benefit seems rational. Even simple needs like fun, luxury, or a certain image can be a customer benefit.

What are the benefits of a product?

Goods or services have a positive impact on the experience of consumers interacting with them. It is possible for customers to see immediate benefits or long-term benefits, which may increase with the length of time they use your product or service.

Why is feature-benefit selling important?

Selling features which provide advantages highlight advantages of a product’s particular features. The advantages and features of a certain product may be considered superior by customers. This concept can encourage brand loyalty.

What is an example of benefit selling?

If you’re selling a benefit, you’ve still essentially describing a feature. However, you are putting it to some way that improves the customer’s situation. The widgets are manufactured locally, so you can expect a supply within short notice.”.

Why are features and benefits important?

What features are available to you, as they can be technical or descriptive. This feature has many benefits for your customers. This feature makes their life better, or improves. Features tell customers what to do, while benefits tell customers why to do so.

What are the benefits of selling?

  • Efforts and creativity limit your potential.
  • The opportunity to work with people comes from selling.
  • A good selling solution solves problems and fulfills needs.
  • Every day, selling lets you test your abilities.
  • Perhaps selling is the purest form of empowerment.
  • Selling is a psychological thrill.

What are the features advantages and benefits of a product?

Features refer to what the product or service specifically does and how it differs from the competition. On the other hand, benefits describe the reasons why the features matter to the audience. Products are most often justified for their benefits.

What is feature function selling?

Selling by feature-benefit is the act of relating your customer’s what you offer them (features), to the goals they want to achieve and to the problems they want them to solve.

What is a feature in marketing?

A feature marketing strategy involves adding a new feature to a product and marketing it extensively to attract new customers. The benefits of feature marketing are not only that you make prospects stay loyal and retain them.

What are the features of selling?

  • (6) Real Sale:
  • (3) Oral Conversation:
  • (1) Personal Form:
  • (5) Additional information is received.
  • (2) Development of Relationship:
  • (4) Quick solver of queries:.
Feature-Benefit Selling: Close Deals Faster and Boost Sales

Abir is a data analyst and researcher. Among her interests are artificial intelligence, machine learning, and natural language processing. As a humanitarian and educator, she actively supports women in tech and promotes diversity.

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