Value Selling

Sometimes when we fall in love with our product, we forget how to sell. This is a gentle reminder. Features are the least important asset that we should communicate to our users. Remember that Value > Benefits > Features.

When “sell value,” you start with the business goal that the customer would like to achieve–then tie that value to a specific benefit generated by a particular feature.  Example: “Manufacturing delays resulting from widget unavailability cost your firm $10 million last year. Because our widgets are manufactured locally, we can provide them as soon as you need them.”

Source: How to Sell: Value, Benefits, or Features? |