Passing the “So What?” Test Whether dealing with your product, service, or personal brand, it is imperative that you identify and translate your “features” into tangible client benefits. You’ll be most successful when you can it a step further to describe the impact your offering will make on your client’s world. By framing things within their perspective, you’re essentially making it easy for people to buy in while also showing them that you truly understand their needs and have aligned your goals with theirs accordingly. This skill is imperative in the new world of consultative selling. Use this Unique Benefits Proposition tool from Peak Focus to get started.

1. UBP
Unique Benefits Proposition
PEOPLE. PERFORMANCE. PROFITABILITY.
Feature
Physical characteristics or attributes that describe your product
or service.
Benefit
Focus on the client – what the product or service will do for
them and the impact it can have on them.
Product/Service
FEATURE
BENEFIT
IMPACT
SO WHAT TEST!
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Peak Focus LLC © 2008-2013 • All rights reserved.
Unauthorized duplication in whole or in part without permission is prohibited.

2. PEOPLE. PERFORMANCE. PROFITABILITY.
About Peak Focus, LLC
People. Performance. Profitability.
Peak Focus gives you the tools to grow, develop and strengthen your team. With
a mix of resources that we’ve created ourselves, as well as several powerful tools
we’ve carefully assessed and believe in, we combine our passion and experience to
guide companies and individuals toward optimized performance. Select your team
members with confidence, help your key players develop their soft skills, and learn
how to coach your entire team more effectively by engaging the experts at Peak
Focus.
For more information and access to free resources, please visit our website at
www.peakfocuscoach.com
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Peak Focus LLC © 2008-2013 • All rights reserved.
Unauthorized duplication in whole or in part without permission is prohibited.