UNITS OF CONVICTIONS WORKSHEET

Name: __________Elisa________________ Product/Service: __Security camera_________

FEATURES TRANSITIONAL PHRASE BENEFITS EVIDENCE TIE-DOWN

Facts about the product (Bridge) “What’s In It For Me?” Proof Statements Check For Understanding
does not equal one benefit Translate Features into Benefits Multiple Benefits for Each Feature
Justify The Price Justify The Purchase Samples Simple yes/no question that
“What this gives you…” Testimonials confirms that the buyer
“This lets you…” Facts & Statistics agrees that the benefit is
ASK YOURSELF: “What this means to you…” ASK YOURSELF: Demonstrations applicable and important.
“Are these the same “This is beneficial to you…” “What about these benefits Case Histories
regardless of who uses the bring personal value to the If no, then go back over and
product or service?” customer?” find another feature/benefit

Camera of security type 1.

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