So, that’s the Feature. What’s the Benefit?

Recruiting 101

Selling Benefits, Not Features

Coaches, when you’re out there recruiting athletes, ask yourself a simple question: are you selling benefits of attending your school or simply the listing the positive features of your school?

What do I mean by this question?

Well, in sales we make a distinction between the feature, the positive fact or attribute about your school, and the benefit that the feature will bring to your customer.

In other words, how does this feature benefit the prospect while at your school and after?

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