Page 22 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

SELL YOURSELF IN ANY INTERVIEW

In contrast, a benefit is something that aids or promotes well-
being. A benefit can be thought of as the result of a feature—
in other words, it is because of this feature that you are getting
this benefit. By the end of this chapter you will be able to
distinguish the difference between a feature and a benefit,
state features clearly, and end each statement with a related
benefit.
Let’s start with a simple example—a yellow pencil. One
feature might be that “a pencil writes.” A benefit might be:
“This pencil allows me to express myself in writing.”

Exhibit 1-1 FEATURE AND BENEFIT QUIZ

Read the statements below and indicate whether you think
each one is a feature or a benefit. Use the letter F for feature
and the letter B for benefit.

• This automobile has heated seats. _______
• This copier makes 30 clean copies in _______
one minute.

• This is a full-service insurance company. _______
• These potatoes were grown organically. _______

• The hose on this vacuum cleaner stretches _______
to twice its normal length.

• This carpet comes with a 10-year warranty. _______
• Our health club has an indoor track. _______

• I have a master’s degree in business _______
administration.
• I have been a paralegal for 10 years. _______

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