Benefit

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 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)