‘Quality’ Sales Calls Pay Off —DeWese

The easy way to remember the difference between a feature and a benefit is to state the feature and then add, "and that means to you." For example, you say, "We have a highly skilled and long-tenured workforce, and that means to you that the people who produce your job care about it being error-free and on time, so you are not wasting time and energy worrying about your marketing material. Our customers tell us that they save money and time when they print with us."