Feature Advantage Benefit Tool

1. Feature Advantage Benefit Tool Feature Advantage Benefit ToolPurposeThe purpose of this tool is to help you analyze your product/service offering to create a matrixof features, advantages, and benefits that can be used to facilitate selling.ScopeThe scope of this tool will be limited to products/services. You can also analyze the features,advantages, and benefits of working with your organization in general. • FEATURE – these are components of your product/service that have been developed to deliver value to the customer. An example would be ‘practical tools’ like this one. • ADVANTAGE – these are implicit benefits resulting from the features, but are not necessarily beneficial to all prospects. An example would be ‘saving time’ by using a ‘practical tool’ template. Note that this advantage is only a benefit when a prospect needs the particular tool shown. • BENEFIT – a benefit is an advantage of a product/service that fulfills the explicit need of a prospect. For example, a restaurant offering a featured lunch that arrives in 10 minutes or less would be advantageous to some, but a real benefit for those who need to be back to work in 30 minutes.

2. Use this tool to organize your product/service’s features, advantages, & benefits. Features Advantages Benefits Use this tool to organize your product/service’s features, advantages, & benefits. Features Advantages Benefits