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Sales Tip of the Week - Features vs. Benefits

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benefitsToo many businesses accentuate the features of their products or services rather than the benefits, which are what your clients really care about.

Benefits are value statements about the features of a product or service, with an emphasis on what the customer gets.  For example, “Open 24 Hours” is a feature. The benefit is that the business will be open whenever the customer needs it. Or say you’ve been in the promotional products business for 20 years. That is a feature. The benefit for your clients is the experience, working knowledge, and years of training that result from your length of time in the business.


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