Quick Tip:
When to Use Features to Sell Your Product

When selling to the B-to-B market, people doing the buying understand the benefits your product’s features bring with them. For this reason, they look first at its features.

Example: An IT professional knows a 3.3 Gigahertz processor gets the work done faster than a 2.1 Gigahertz one. And he knows what that advantage means to his company.

So you would sell your 3.3 Gigahertz processor to this audience by accentuating this feature.

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Published: January 17, 2006

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