Features are about the raw facts and information about your product. //"What can your product do?"//
!Examples
* //We have sixty branch offices//
* //The X3 model can collate up to 100 copy sets//
* //Basic cost is $42000,-//
* //There is a five-year warranty//
!Impact
|Sales Phase|Impact|Comments|h
|Early in the sales cycle|Negative||
|Later in the sales cycle|Neutral||
|Middle of the sales cycle|Positive|Complex selling cycles of technical products, buyers may demand lots of product details|
''Users respond more favorably to Features than decision makers do''
!Practical tips
* For a potential buyer each feature in a product adds to the overall cost of the product. Imagine a sales person telling:
** "Our insurance policy covers also all hospital surgery and private accommodation"
** A buyer would immediately think "That's going to be expensive"
* Claiming advantages without asking first whether the buyer has a need for them because the buyer starts raising [[Objections]]. Imagine a sales person tell "One of the main advantages of the policy is that your children will also be covered". But selling that to a person without children...

Example general features are:
* Price
* Physical dimension

Features that are not coupled to needs will be perceived as too expensive and unneccesary in the buyers mind:

<<image /static/files/MBI/Module%2016/Feature.jpg width:600>>
bag
sales_public
created
Thu, 23 Jun 2011 19:36:53 GMT
creator
dirkjan
modified
Thu, 23 Jun 2011 19:36:53 GMT
modifier
dirkjan
tags
M16
Term
creator
dirkjan