Dirkjan: Created page with "Benefits are ways how the product can be used to meet an Explicit Need of the user: That user would ask ''"What is in it for me?"'' Benefits are related to s..."

2020-08-25T09:53:23Z

Created page with "Benefits are ways how the product can be used to meet an Explicit Need of the user: That user would ask ''"What is in it for me?"'' Benefits are related to s..."

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Benefits are ways how the product can be used to meet an [[Explicit Need|Explicit Need]] of the user: That user would ask ''"What is in it for me?"'' Benefits are related to solving a problem for a person.

* '''Benefits are more memorable than Features or Advantages'''
** Buyers don't remember features. The remember their own explicit needs.
* '''Benefits have high impact throughout the sale'''
** Features have a low impact, benefits work at all phases in the stage call.
* '''Benefits help your internal sponsors sell'''

=Examples=
* ''Our gateway gives you the full network access and search capabilities you've asked for.''
* ''The Quanton system provides the ionizatio amplification you've said you'll need''
* ''The Z4000 model meets all your B4 level safety criteria''
=Impact=
* Benefits are the most powerful statements you can make in large or complex sales at all points in the sales cycle
* Benefits are ven more powerful ''when stated by the buyer'' (see also [[Commitment and consistency|Commitment and consistency]])

<html><img src = "/static/files/MBI/Module%2016/Benefit.jpg" width="600"/></html>

[[Category:sales]]

[[Category:M16]]

[[Category:Term]]

Benefit - Revision history

Dirkjan: Created page with "Benefits are ways how the product can be used to meet an Explicit Need of the user: That user would ask ''"What is in it for me?"'' Benefits are related to s..."