Converting features into benefits in Sales

          Always remember that features only describe a product but not benefits.People need or get convinced by the benefits of the product.So,it is very essential to convert a feature into a benefit.

          Convert a feature into a benefit.Does this mean changing the truth of the product??No,it means to describe the feature in the form of a benefit.For example,Speed is a feature,time and money-saving are benefits.I would like to share a few features and benefits

FEATURES                     BENEFITS

Strong/Strength                    Cost saving

Durable                               Safety/Security

Speed                                 Dependability

Big                                     Saves time

Small                                  make money 

Good quality                       Feel good

Accuracy                            Comfort 

Prompt delivery                  Compact 

Latest technology                long lasting 

Online service                     peace of mind

Over the phone service       prestige

Less power consumption    status symbol

                                          Increase productivity 

                                          Eliminate fear or loss

                                          Convenience 

                                          Give pleasure

                                          Give health

The benefits fall in two categories-Either to gain a benefit or to avoid a loss.The following table shows how a particular product or service can be described as gaining a benefit or avoiding a loss.

PRODUCT OR SERVICE	GAIN	AVOID LOSS
LIFE INSURANCE	Gives peace of mind, security	Prevents disaster in case of untimely death
MULTI-VITAMINS	Good health	Illness
COSMETICS	Good looks	Uncertainty as to how you look or smell

Hopefully,this blogpost was meaningful and knowledgeable.

Thank you for reading.

Vishwesh Wali from India.