Do you know what your buyer is looking for?

Getting into benefit selling from feature selling is a big step forward. Just because the link between the feature and benefit seems obvious doesn't mean that the prospect will make that connection.  "What this will do for you is...."  Taking all this to the next level requires that you identify which benefit will be most important to your specific prospect for this specific situation and sale.  Everyone has a little different set of objective and subjective requirements. The more you know about what they are wanting (and they will tell you), the more likely you are to be able to lead with the benefit most important to them and thus build the sale on that key point. 

We are going after the "hot button".  The challenge is not in pushing the hot button, but finding out what and where it is. Once you get a hint of what is important, merely rank order your benefits accordingly.  Always begin with your strongest point which, of course, could be a different point for almost every sale.  Ask yourself the questions, "What is the most important factor in this prospect's make-up?" "What can I offer that matches up against that perceived need?"  "What other benefits support the main message?"  When you realize no two sales calls are alike, you will begin to gain great personal benefits as a result.