Watch the movie above if you want a good laugh!
The movie Tommy Boy is ripe with all kinds of sales hilarity. This scene is completely absurd, yet I have to give Tommy credit for knowing the difference between features and benefits. All too often, marketers and salesmen are more inclined to talk about the features of a product rather than the benefits to the customer. Features in a product are great, because it is from these features that we can derive the benefits of the product. The problem is that features alone won’t connect with a potential customers pain points. However, when you can clearly state the benefits that those features provide to the customer, you make the product need or desire more real to your potential client. Yes, some people are interested in certain features, the problem is, knowing which ones to hit on, and which ones are irreverent. You’re better off taking a benefits approach to selling. Personally, I’d rather hear that the the brakes i’m about to purchase are going to stop me much faster than the other ones i’m considering, not that the brake pads are formulated from a patented metal alloy with infused polymers to resist heat buildup. Granted, I wouldn’t be purchasing brakes from Tommy either, but I think his little story drives home the differences between features and benefits.
testacr22
First of all this scene is hilarious. It is a great example of benefits vs. features! It is important to not overwhelm the customers with too much information. Tommy went a little overboard on the features, and his over all sales approach! He should have directed the conversation more to what the customer specifically needed. Great choice for a blog post! So fun!
Thanks for the laugh! I haven’t really thought much about features vs. benefits, but the difference is really there. I appreciate how you explained them in your post.