Selling the Benefits – Gaining Product Knowledge Fast 

Sales Manager Selling Solutions

The word benefit comes from two French words; bein or bon meaning well or good, and fit from faire or fait meaning to do or to make, so a benefit is what does your product or service do that will fit well or do a good job for your prospect, how well will your product/service fit your prospects needs.
     Another way to view the benefit of the product is to see how the product solves a problem the customer may have, and the customer will make a gain or avoid a loss.
     The need is the perceived value in the prospects eyes so you need to present the benefits of your products that will match the perceived values of your customers, how can you find the perceived value, by asking questions, features support the benefits          Here are two examples:
The handle of the cup is an existing feature.
Its advantage is that it enables you to drink coffee without burning your fingers.
Its benefit is that it prevents something you had wanted to avoid; it anticipates and provides a solution to a potential problem. But the handle is only a benefit to a coffee fancier. If you don't drink coffee (or some other hot drink), the handle feature is merely an advantage, not a benefit.
    For a more sophisticated example, consider the caller ID feature than many telecommunications companies now offer their customers. It's certainly an advantage in that it enables customers who want to screen their callers.
    Is it a benefit? It is only a benefit to customers who perceive value in that advantage.
    Is it a solution? Only to customers who believe that they have a problem -- in this case, a surplus of incoming calls that they don't want to deal with. If you're not bothered by such calls, if the tracing potential of this technology makes you uneasy, or if for any other reason you don't see a problem in unscreened calls, then by definition this feature has no benefit for you, and the salesperson who provides you this "solution" probably will get nowhere.
To discover the features advantages and benefits of any product do this simple exercise;

List the features of your product /service,
Then keep asking yourself this question what will this feature do for my prospect or repeat the feature and ask "so what" keep asking "so what" till you have go no further example
Feature : washing machine has a stainless steel drum - "so what" won't rust "so what" longer lasting "so what" will last longer "so what" will save mo