Dior Sunglasses 20117Features And Benefits Of Old

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t is 'features and benefits'? Well, Dale Carnegie would mention that by listing all of the features of your product and all the benefits that will come to you as a outcome of using this product, that you'll eventually say enough and buffet on someone your prospect may ascertain important.
When I listen a sales person start up with features and benefits, I swiftly peg them for old-fashioned and get rotated off. It doesn't work anymore. We're too sophisticated and we're secondhand to folk trying to sell to us. It's about for forcible for throwing a boiler of pasta against the walls. It also has the unfortunate side achieve of production the sales person appear smarmy and old-fashioned.
This brings apt my idea the character of Gil Gunderson aboard 'The Simpsons'--a hapless, nervous, paranoid [link widoczny dla zalogowanych], salesman who uses outdated techniques (by the writing). He sweats, begs [link widoczny dla zalogowanych], lists off cause behind reason without disbursing any attention at all to his customers, all equitable assured he's no going to make the marketing. He all ends up defect because it's always approximately him, never about his latent client or their desires.
The cardinal reason features and benefits doesn't work is because it focuses on you. It doesn't focus on the essential part of the equation--what your client or prospect actually wants. Secondly, it puts you in the frame of chronic to have to query the wrong answers.
What tin we use instead of features and benefits? Criteria. Whatever you do in life, business, love, criteria namely the question. Through the process of criteria elicitation, you understand accurate what to converge on for every individual prospect, friend, family member, romantic amuse. . .it works along the board. You improve your odds and the predictability namely you ambition likewise get what you necessitate from the location.
If you throw enough material on the wall, you've got sordid wall. Features and benefits, for the maximum part, are not effective, and they simply mark you as something who is unskilled and unprofessional.
With all that said. . . there is an exception to the rule. When your prospect knows indeed nothing about what they are there to buy from you. Say they've never looked or heard of the product or service and they have come to you to learn about it. Under these quite specific conditions, features and benefits can be advantageous. But even then, it ought still be thought the second step. Elicit their criteria first and then give them your features and benefits.
Give yourself the aptitude to intention instantly into their center, straight into their emotions, their deepest desires. If I can talk directly to you about what it is you want [link widoczny dla zalogowanych], if I can speak about convincing, and about the benefit to you of being proficient to master it, all of the sudden I might start having a mini bit extra of your attention.