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Sales Newbies - This Is Why You Should Explain Benefits
By Robert Seviour

Here s a working definition for you:

Relevant benefits sell, features are technical characteristics which may deliver benefits.

Let’s take a medium-complicated product as an example, such as a new-generation cellular phone, a good quality bicycle or a hybrid car.

Now make a list of the technical characteristics of this item. Here’s one that I found on the web:

ALL FEATURES
MODEL Lexus RX 400h

Acoustic Control Induction System (ACIS)
Active Control Engine Mount
Advanced Electronic Climate Control
Aerodynamic Drag Coefficient
Bluetooth