Definition of Feature-Benefit Selling
A sales approach that focuses on explaining the features of a product and the benefits they provide to the customer.
Explanation of Feature-Benefit Selling
Feature-benefit selling is a sales technique that focuses on highlighting the features of a product or service and explaining the benefits those features provide to the customer. This approach helps customers understand how a product can meet their needs and solve their problems. For example, a salesperson might explain that a laptop has a high-resolution display (feature), which provides a better viewing experience for movies and games (benefit). By connecting features to benefits, salespeople can make their pitch more relevant and compelling to the customer. This technique involves understanding the customer’s needs and preferences and tailoring the sales message accordingly. Feature-benefit selling helps in clearly communicating the value of a product, making it easier for customers to see the advantages of making a purchase. It also helps in addressing customer objections by demonstrating how the product’s features directly benefit them. The goal of feature-benefit selling is to create a persuasive and customer-focused sales pitch that highlights the unique value of the product or service.