That doesn't mean that you, the salesperson, had to actually have the experience yourself. The experience could have happened to another customer or co-worker. Employees spend too much time trying to sell and not enough time stimulating the customer's natural urge to buy. The only reason people buy anything is because of what the purchase will do for them in other words, its benefits. Benefits refer to what the features or characteristics of a product or service will do for the customer .
Features are meaningless to the customer unless they are translated into benefits.
The features of this door opener are that you can push a button and the garage door opens and the light turns on. Too often, salespeople try to sell features. Instead, they should allow the customer to buy benefits. Customers love to be entertained and they generally believe what they see - especially if they're involved in the demonstration. Before you demonstrate your product or service to your customer, first ask them if they'd like to see it in action.