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Answer it
Well I differ that only the benefits should be talked about. Its the VALUE which the customer will pay for in the offering.
Value is the benefits / Total cost.
Benefits consist two parts1 Functional Benefits2 Emotional Benefits
Costs consists of1 Monetary cost2 time cost3 energy cost4 psychic cost
So one has to take into consideration both the benefits and cost in order to make the customer realise about the high value in the "offering"
Hassan - everyone sells a product ( I mean everyone who is into sales they are hired to sell a product) but why should a customer buy it , as there is no Thumb rule because you are selling I should buy it.
So , a sales man or marketing person should explain why its beneficial / how its beneficial to use this product or service (depending on what you are selling).
A real sales man can sell Icecream to an Eskimo living in Igloo if he /she can showcase all benefits buying Ice cream to an Eskimo they will surely buy it.
I dont know who quoted it but its true as i explained
People buy products and services for the benefits they provide, not simply their features. Think about a non-stick pan, for example. People don’t buy it because of the coating, that’s merely a feature. They buy because they don’t want their food to stick to the pan while they’re cooking, that’s the key benefit. If all you do when selling is list a product’s features, you’ll bore potential buyers and you’re unlikely to get the sale because you’re not representing the product in its most attractive form.
