Dirkjan: Created page with "Features are about the raw facts and information about your product. ''"What can your product do?"'' =Examples= * ''We have sixty branch offices'' * ''The X3 model can collate..."

2020-08-25T10:25:34Z

Created page with "Features are about the raw facts and information about your product. ''"What can your product do?"'' =Examples= * ''We have sixty branch offices'' * ''The X3 model can collate..."

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Features are about the raw facts and information about your product. ''"What can your product do?"''
=Examples=
* ''We have sixty branch offices''
* ''The X3 model can collate up to 100 copy sets''
* ''Basic cost is <math>42000,-</math>''
* ''There is a five-year warranty''
=Impact=
{| class="wikitable"
!Sales Phase
!Impact
!Comments
|-
|Early in the sales cycle
|Negative
|
|-
|Later in the sales cycle
|Neutral
|
|-
|Middle of the sales cycle
|Positive
|Complex selling cycles of technical products, buyers may demand lots of product details
|-
|}'''Users respond more favorably to Features than decision makers do'''
=Practical tips=
* For a potential buyer each feature in a product adds to the overall cost of the product. Imagine a sales person telling:
** "Our insurance policy covers also all hospital surgery and private accommodation"
** A buyer would immediately think "That's going to be expensive"
* Claiming advantages without asking first whether the buyer has a need for them because the buyer starts raising [[Objections|Objections]]. Imagine a sales person tell "One of the main advantages of the policy is that your children will also be covered". But selling that to a person without children...

Example general features are:
* Price
* Physical dimension

Features that are not coupled to needs will be perceived as too expensive and unneccesary in the buyers mind:

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

[[Category:sales]]

[[Category:M16]]

[[Category:Term]]

Feature - Revision history

Dirkjan: Created page with "Features are about the raw facts and information about your product. ''"What can your product do?"'' =Examples= * ''We have sixty branch offices'' * ''The X3 model can collate..."