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|h
|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]]
<<image /static/files/MBI/Module%2016/advantage.jpg width:600>>
bag
sales_public
created
Thu, 23 Jun 2011 19:35:55 GMT
creator
dirkjan
modified
Thu, 23 Jun 2011 19:35:55 GMT
modifier
dirkjan
tags
M16
Term
creator
dirkjan