One of the first things you learn in sales training
is the distinction between a feature and a benefit.
A feature is a virtue of the product or idea.
A benefit is how it helps you; what the customer gains by using the product or idea.
Its the "what's in it for me" part.
You can spend a whole day
bouncing between features and benefits
but the "A Ha!" moment
comes when you have the conviction and belief
that what you are doing is right
and it is worth having others do it, too.
Whether it is buying versus renting
driving an electric car vs. a gas powered vehicle
Nothing happens
until you move from
Feature to Benefit To Belief.
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