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Step 5: Determine the Benefits
To this day, viewing websites and sales and marketing materials, and listening to people talk only about features, causes me great pain. People buy based on benefits—or how the product or service makes their life better. Features are those things built into the product or service that assist in delivering the desired benefit. Your customer is always thinking, "What's in it for me?" To be a true partner, ensure the benefits of the product or service are the focal points of the conversation.
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