The greatest option for company owners who want to define their item in a way that clients will both comprehend and respond to is probably feature benefit selling, one of the many many sales techniques available to persuade interested consumers to acquire a good or service. In addition to defining features and benefits,  this article will offer sales professionals the direction they need to adopt a feature-benefit selling strategy inside their approach.

Benefits vs Features


You may conceive about features in very straightforward and intuitive terms to help clarify the notion of features vs. benefits: Features are characteristics of a good or service that don’t indicate any overarching advantages for the consumer. Product features, for instance, are a product’s technical specifications, such as an automobile’s four-wheel drive.


Benefits describe a product or service’s distinctive functioning and benefits in the actual world of its users. Benefits may be utilized in marketing initiatives to draw in potential consumers. Benefits provide the potential consumer with a response to the so what? Inquiry. Since this is a potential reason a client would purchase this product, the effectiveness of employing an all-wheel drive during a snowfall illustrates a product benefit. As a result, feature-benefit selling-based sales strategies are frequently the most effective.

Which Sales Approach Should You Employ in a Business?

There is an ongoing conflict between what salespeople want to make a profit and how consumers want to buy during the purchasing and selling process. To drive more sales and achieve corporate objectives, salespeople have to keep this feeling in mind. They should also be active with their sales technique that thinks like the perfect customer. To increase sales for various sorts of clients, salespeople need to take into account various sales tactics.

Many salespeople are unaware that feature marketing is the least successful sales strategy, and by concentrating solely on features, they miss out on all the positive aspects of their product or service. It is nearly always more helpful to a prospective customer to present instances of advantages associated with product features since a feature, which is by definition an abstract quality removed from the client, cannot be connected to by the customer. When dealing with a consumer who has been convinced of a product’s benefits and has a very high desire to buy a product or service,  this rule can be an exception.