When selling a product, what is the recommended approach?

The recommended approach when selling a product is to sell the benefits using your knowledge of the features. This strategy emphasizes the importance of connecting the features of a product to the tangible benefits they provide to the customer. By understanding the features, a salesperson can articulate how those features solve problems or enhance the customer’s experience. This connection is crucial because customers are often more interested in how a product can improve their life or meet their needs rather than just its technical specifications.

For instance, if a product has a specific feature like water resistance, discussing the benefit translates to how it allows the user to enjoy activities in various conditions without worrying about damage. This approach fosters a more meaningful dialogue and helps customers visualize the value the product brings to their lives, making it more likely that they will make a purchase.

Conveying personal opinions about the product or focusing solely on pricing might not resonate with customers who may be looking for more in-depth information or value. Selling features exclusively can lead to a disconnect if the customer doesn’t see how those features apply to their personal needs, leaving them less motivated to purchase. Hence, utilizing both knowledge of features and the communication of their benefits leads to a more effective sales approach.