Feature-Benefit Selling: Close Deals Faster and Boost Sales

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.

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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!

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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