Features vs. Benefits

The critical differences between Features and Benefits:

I hear it all the time, “We’re the best or I’m the best because we have the best this and the most advanced that”  “So what?”

Features are not the piece that excites someone to take action, it’s the Benefit.

The consumer wants to know, “What is the benefit of working with you?”  What’s in it for me?”

How do you verbalize the importance of staging?


“Do you buy a drill because you want a drill or do you buy a drill because you want a hole?”  The drill is the feature and the hole is the benefit.

What benefits do your tools and skills provide a customer?  How do you verbalize, present and demonstrate the benefits of the features you have for a customer?


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