Success Feature Selling?

It's tough to believe, but many people still try feature selling over value selling. When will all sales finally realize no one cares about features? At the end of the day they want to know what value that your product will bring to their company. More importantly, they want to know what value you will bring to THEM.

I once sold to a company where a VP thanked us for our tool as he was able to watch his sons ball game for the first time in years instead of working over time constantly putting out fires.

Have you been successful feature selling in recent years?

3 comments

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CadenceCombat

Tycoon

Account Executive

'Feature Sellers' also tend to be 'Feature Dumpers' taking no time to understand their prospect's priorities and challenges. As a result, your sales calls are a shotgun spray of scattered thoughts and forced narrative instead of a precision beam focused on your prospect's specific situation and objective(s).

I characterize 'feature dumping' as a basic sales 101 mistake. It's lazy and void of creativity. Be better and start Solution Selling / Consultative Selling.

Sales4what

Opinionated

Co-Founder & VP Sales @ PLURiTy

While I can agree with this, I work with lifestyle products, and travel gear- in this industry selling to retailers tends to be feature focused unfortunately, however I tend to focus on the value my brand brings to the table. While
Highlighting the features.

In the logistics industry I focused heavily on solution and consultative selling which works amazing

CuriousFox

WR Officer

🦊

Agreed. You might as well be spraying the client in the face with a firehose.

What problem can you solve? Research and due diligence before your meeting will not only gain the respect from your prospect, but the confidence in you as their rep to guide them throughout the process.

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SlanginSaaS

Success Feature Selling?

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