Advantage
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Advantages are ways in which the features can be used to help the user: So it the answer to the user asking "So what?"
Examples
- ...which means it's easy to use.
- And because the duradyne rotor it operates silently
- So it provides extra security
Impact
| Sales Phase | Impact | Comments |
|---|---|---|
| Early in the sales cycle | Slightly positive | Most effective in the first visit |
| Later in the sales cycle | Neutral | Later in the cycle advantages are more effective than features |
| Middle of the sales cycle | Positive | Advantages have a continously less positive effect on the buyers as the sales cycle proceeds |
Advantages lead to Objections because a seller offers a solution where the buyer did not express an Explicit Need
