Bridging

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