Bridging

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Bridging is an important skill in which you help the customer understand how a Feature is to their Advantage. By inspecting The Universal Benefits you can translate how features possibly are advantageous to invidividuals. Bridging is done in five steps:

  1. State their problem in your own words
  2. Explain the product feature that will solve their problem
  3. Support the feature with facts and data
  4. Bridge to a universal benefit
  5. Support the benefit with facts and data
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