Recognizing Product Features and Benefits

1
Recognizing Product Features and Benefits

• Unit , Lesson 5
• Advanced Agriculture Business Curriculum

2
What is a product feature?

• Product features are those characteristics of a
  product that can be proven.
• Sight
• Heard
• Touched
• Smelled
• Tasted
• Proven in tests by an outside source.

What are some potential features of this GPS unit?
3
What is a product benefit?

• Product benefits are direct advantages that
  customers will achieve by using a product.
• They are usually specific to a feature.
• Example
• Feature T-Shirts made in America with American
  cotton
• Benefit Support American families and farmers

What are the corresponding benefits?
4
Guidelines for the Feature/Benefit Demonstration

1. Prepare for the demonstration in advance
2. Be prepared and practice
3. Learn how to use the product
4. Understand the product warranty
5. Be prepared to answer questions
6. Dont make up answersreply with Im not sure,
   but Ill look it up and get back to you

5
Guidelines for the Feature/Benefit Demonstration,
continued

1. Match your products benefits and features to the
   customers needs
2. Point out the most apparent benefits first
3. Involve the customer
4. Keep communication positive
5. Close the sale

6
Methods to Create an Interactive Demonstration

• SIGHT Show your product in an interesting,
  colorful, and even 3-D way.
• HEARING Appeal to their ears by loud, soft, or
  soothing sounds.
• TOUCH Get your customer involved in handling a
  product.

7
Methods to Create an Interactive Demonstration,
continued

• SMELL Appeal to their noses, or bring back
  smells that remind them of home. Smell is very
  strongly linked to memory.
• TASTE People are motivated by food! Offer food
  samples for tasting.