Tag Archives: perceived benefits

In Part I I covered the difference between benefit and value. Now we’ll go one step further. Relevant Benefits Knowing what benefits are relevant and most important to a customer in satisfying a specific set of needs is critical to understanding their buying habits. Example: Virtually identical food processors from the same manufacturer are offered […]

‘Benefit’ and ‘value’ are often used interchangeably, and therefore incorrectly, in conversations about which aspects of a product or service will make it most compelling to potential customers.   I have seen this misuse cause a host of problems for sellers because confusing the two often results in erroneous expectations being set and faulty conclusions being […]