1. Recognizing Product Features and Benefits Ag Sales Mrs. Gill

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.
How is bacon a feature of a pig?

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
How does bacon benefit us?

4. Guidelines for the Feature/Benefit Demonstration
Prepare for the demonstration in advance
Be prepared and practice
Learn how to use the product
Understand the product warranty
Be prepared to answer questions
Don’t make up answers…reply with “I’m not sure, but I’ll look it up and get back to you”

5. Guidelines for the Feature/Benefit Demonstration, continued
Match your products benefits and features to the customer’s needs
Point out the most apparent benefits first
Involve the customer
Keep communication positive
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.

8. Sell a “What’s It” Each group will receive a random object
On a sheet of paper, write down as many features and benefits as you can about your object
These do not need to be conventional! Come up with as many creative and unique uses, features and benefits as you can
Create a sales pitch to present to the class
Each presentation must be 3-5 minutes and every group member must participate
This will be for a grade!!