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]])

<<image /static/files/MBI/Module%2016/Benefit.jpg width:600>>
bag
sales_public
created
Thu, 23 Jun 2011 20:23:20 GMT
creator
dirkjan
modified
Thu, 23 Jun 2011 20:23:20 GMT
modifier
dirkjan
tags
M16
Term
creator
dirkjan