When Bruce Compton selects the features and advantages of a product that he will present to a prospect,Bruce is working on step three of a customer benefit plan.

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The first step of developing a customer benefit plan requires the salesperson to select the features, advantages, and benefits of a product to present to a prospect. This addresses the issue of why the buyer should purchase your product. The third step of developing a customer benefit plan addresses price and profit aspects.

When Bruce Compton Selects the Features and Advantages of a Product