Page 25 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)
P. 25
THE POWER OF FEATURES AND BENEFITS
Benefit: ______________________________________________
______________________________________________
Feature: The hose on this vacuum cleaner stretches to twice
its normal length.
Benefit: ______________________________________________
______________________________________________
Feature: This carpet comes with a 10-year warranty.
Benefit: ______________________________________________
______________________________________________
Feature: Our health club has an indoor track.
Benefit: ______________________________________________
______________________________________________
Feature: I have a master’s degree in business administration.
Benefit: ______________________________________________
______________________________________________
Feature: I have been a paralegal for 10 years.
Benefit: ______________________________________________
______________________________________________
It’s not as easy as it looks, is it? One reason is that a sin-
gle feature can have more than one benefit. In fact, a single
feature can offer many different benefits, and the benefits may
change depending on the listener. Let’s take another look at
our list of features—in Exhibit 1-3. You’ll notice that sample
benefits for all the statements have been provided.
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