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An Engineer's Understanding of 'Feature-Advantage-Benefit'

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patb2009
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Gold
Good Story
patb2009   9/21/2014 12:15:53 PM
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You explained the human side of the sales equation to people who don't

see that often.  An engineer will often get enthralled with the feature and

never realize that the lack of understanding of the benefits will kill

it's adoption by management.

mrdon
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Gold
Re: Good Story
mrdon   9/21/2014 2:38:38 PM
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patb2009

Agreed. This was a good story for engineers. I believe the key to the Feature - Advantages-Benefits is to have empathy and understanding when dealing with customers. Also, the main message I obtained from this blog is to just be human and enjoy the time you have in educating your customers about the great products you've created for them.

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