What should be emphasized when selling a product?

Emphasizing the benefits using knowledge of the features is crucial in selling a product because it connects the product's specifications to the customer's needs and desires. While features describe what the product is and what it does, benefits explain how those features translate into value for the customer. This approach allows the salesperson to create a more compelling narrative about the product, demonstrating its utility and relevance to the buyer's life or situation. By focusing on benefits, salespeople can engage customers on a deeper level, fostering an emotional connection that can lead to a purchasing decision.

Highlighting the benefits also helps potential buyers visualize how the product will solve their problems or enhance their experiences, making it more likely for them to see the value in it and choose to make a purchase. This method can build confidence in the buyer’s choice, as they feel informed and assured about the positive impact of their investment.