{"id":39549,"date":"2022-09-08T05:00:00","date_gmt":"2022-09-08T11:00:00","guid":{"rendered":"https:\/\/memberpress.com\/?p=39549"},"modified":"2023-02-07T20:02:59","modified_gmt":"2023-02-08T01:02:59","slug":"how-to-sell-benefits-instead-of-features-boost-your-sales-success","status":"publish","type":"post","link":"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/","title":{"rendered":"C\u00f3mo vender ventajas en lugar de caracter\u00edsticas y aumentar las conversiones"},"content":{"rendered":"<p class=\"wp-block-paragraph\">Beneficios frente a caracter\u00edsticas: es una frase bastante com\u00fan en el mundo de los negocios, sobre todo cuando se trata de ventas. Pero, \u00bfqu\u00e9 significa realmente? \u00bfY c\u00f3mo distinguir entre prestaciones y beneficios?<\/p><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_86 ez-toc-wrap-center counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<label for=\"ez-toc-cssicon-toggle-item-6aa17b5b2376a\" class=\"ez-toc-cssicon-toggle-label\"><p class=\"ez-toc-title\" style=\"cursor:inherit\">QU\u00c9 HAY DENTRO<\/p>\n<span class=\"ez-toc-cssicon\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #000000;color:#000000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewbox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #000000;color:#000000\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewbox=\"0 0 24 24\" version=\"1.2\" baseprofile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-6aa17b5b2376a\"  \/><nav><ul class='ez-toc-list ez-toc-list-level-1' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Benefits_and_Features_Defined\" >Ventajas y caracter\u00edsticas, definidas<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#What_is_a_feature\" >\u00bfQu\u00e9 es una caracter\u00edstica?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#What_is_a_benefit\" >\u00bfQu\u00e9 es una prestaci\u00f3n?<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#So_What_Does_it_Mean_to_Sell_Benefits_Not_Features\" >Entonces, \u00bfqu\u00e9 significa vender ventajas y no caracter\u00edsticas?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#How_to_Sell_Benefits_Instead_of_Features\" >C\u00f3mo vender ventajas en lugar de caracter\u00edsticas<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Understand_Your_Customers\" >Entienda a sus clientes<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Do_Your_Research\" >Investigue<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Focus_on_Pain_Points\" >Centrarse en los puntos d\u00e9biles<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Dont_Overdo_It\" >No te pases<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Case_Study_TheGuitarLessoncom\" >Estudio de caso TheGuitarLesson.com<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Use_a_cheat_sheet\" >Utilice una hoja de trucos<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Use_Artificial_Intelligence\" >Utilizar la inteligencia artificial<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/#Conclusion\" >Conclusi\u00f3n<\/a><\/li><\/ul><\/nav><\/div>\n\n\n\n\n<p class=\"wp-block-paragraph\">Por ejemplo, <strong>escalabilidad<\/strong>. Si un producto tiende a seguir siendo relevante y \u00fatil a medida que crece su negocio, \u00bfes eso una ventaja o una caracter\u00edstica?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La distinci\u00f3n es a menudo borrosa, pero llegar a entender las diferencias entre beneficios y caracter\u00edsticas es realmente importante para las ventas. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Si puede describir cada una de estas cosas a sus clientes potenciales, le resultar\u00e1 mucho m\u00e1s f\u00e1cil demostrarles la val\u00eda de su empresa.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">En esta entrada del blog, abordaremos c\u00f3mo vender beneficios y no caracter\u00edsticas. Tambi\u00e9n definiremos cada una de estas cosas, y hablaremos sobre la mejor manera de describir los beneficios y las caracter\u00edsticas de su producto a los clientes potenciales. As\u00ed que pong\u00e1monos en marcha.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Benefits_and_Features_Defined\"><\/span>Ventajas y caracter\u00edsticas, definidas<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Es dif\u00edcil entrar en detalles sin tener antes una definici\u00f3n pr\u00e1ctica. Para empezar, definamos qu\u00e9 son las ventajas y las prestaciones.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"What_is_a_feature\"><\/span>\u00bfQu\u00e9 es una caracter\u00edstica?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Vayamos en contra del orden alfab\u00e9tico y empecemos por las funciones. En t\u00e9rminos empresariales, una caracter\u00edstica es exactamente lo que parece. <strong>Caracter\u00edsticas<\/strong> son funciones esenciales de un producto o servicio que ayudan a definir lo que es, lo que hace y su finalidad.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Por ejemplo, tomemos MemberPress. A <em>funci\u00f3n<\/em> de MemberPress es que proporciona a particulares emprendedores y peque\u00f1as empresas las herramientas que necesitan para monetizar sus sitios WordPress.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"What_is_a_benefit\"><\/span>\u00bfQu\u00e9 es una prestaci\u00f3n?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">A <strong>beneficio <\/strong>is how a product\u2019s or service\u2019s features actually improve a person\u2019s life in some way.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Por ejemplo, MemberPress es una plataforma estelar que permite la creaci\u00f3n de muros de pago personalizados y es muy f\u00e1cil de usar (eso son caracter\u00edsticas). Debido a estas caracter\u00edsticas, MemberPress sigue siendo \u00fatil incluso cuando su <a href=\"https:\/\/memberpress.com\/es\/blog\/4-ways-to-grow-your-business-with-a-free-membership-site\/\" target=\"_blank\" rel=\"noopener\">balanzas comerciales<\/a> \u2013  that\u2019s a benefit.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"So_What_Does_it_Mean_to_Sell_Benefits_Not_Features\"><\/span>Entonces, \u00bfqu\u00e9 significa vender ventajas y no caracter\u00edsticas?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits.jpg\"><img decoding=\"async\" width=\"800\" height=\"526\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits.jpg\" alt=\"Caracter\u00edsticas frente a ventajas\" class=\"wp-image-52951\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits.jpg 800w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-300x197.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-768x505.jpg 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-259x170.jpg 259w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-700x460.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/09\/Features-vs-Benefits-156x103.jpg 156w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Piense en un producto o servicio que utilice. O mejor a\u00fan, piense en su propio negocio en l\u00ednea.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Probablemente pueda describir sus caracter\u00edsticas con bastante facilidad. Qu\u00e9 hace su empresa y c\u00f3mo lo hace?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Los beneficios son un poco m\u00e1s dif\u00edciles de describir. Antes de que pueda describir los beneficios a sus clientes, hay dos cosas que tiene que entender primero:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>El producto en s\u00ed<\/li>\n\n\n\n<li>Objetivos y retos del comprador<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Obviamente, entender su negocio es vital para poder explicarlo. M\u00e1s all\u00e1 de eso, hay que entender qu\u00e9 busca el cliente y a qu\u00e9 retos se enfrenta. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This is in part because each buyer is different \u2013 what one person might find beneficial is not necessarily the same for a different potential buyer. Some things you\u2019d consider benefits might be totally irrelevant to someone else.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Aqu\u00ed radica la principal distinci\u00f3n entre ventajas y caracter\u00edsticas: Las caracter\u00edsticas son relevantes para todos los compradores potenciales. Los beneficios, sin embargo, pueden variar de una persona a otra.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Por ejemplo, MemberPress se puede utilizar para diversos fines. Nuestros creadores hacen cosas como:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Contenidos de pago de alta calidad<\/li>\n\n\n\n<li><a href=\"https:\/\/memberpress.com\/es\/features\/easily-build-sell-courses\/\" target=\"_blank\" rel=\"noopener\">Crear cursos o cuestionarios<\/a><\/li>\n\n\n\n<li>Implementar <a href=\"https:\/\/memberpress.com\/es\/blog\/the-skinny-on-drip-content\/\" target=\"_blank\" rel=\"noopener\">goteo de contenido<\/a><\/li>\n\n\n\n<li>Crear distintos niveles de afiliaci\u00f3n<\/li>\n\n\n\n<li>Crear sitios de afiliaci\u00f3n tipo \"buffet<\/li>\n\n\n\n<li>Ofrecer a sus usuarios cupones personalizables<\/li>\n\n\n\n<li>Y as\u00ed sucesivamente<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Y todos estos casos de uso tienen distintas ventajas. Por ejemplo...<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Los muros de pago ofrecen a los creadores la tranquilidad de que sus contenidos est\u00e1n protegidos de miradas indiscretas.<\/li>\n\n\n\n<li>Contar con un LMS integrado facilita enormemente la creaci\u00f3n de cursos.<\/li>\n\n\n\n<li>Los distintos niveles de afiliaci\u00f3n permiten al creador atraer a nuevos miembros ofreciendo algunos contenidos de forma gratuita.<\/li>\n\n\n\n<li>El goteo de contenidos hace que los clientes vuelvan a por m\u00e1s y mantiene el contenido fresco.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Como puede ver, para vender caracter\u00edsticas, necesita entender el producto o servicio. Para vender ventajas, hay que entender al cliente que lo compra.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"How_to_Sell_Benefits_Instead_of_Features\"><\/span>C\u00f3mo vender ventajas en lugar de caracter\u00edsticas<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170.jpg\"><img decoding=\"async\" width=\"724\" height=\"483\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170.jpg\" alt=\"Descubre las ventajas\" class=\"wp-image-40841\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170.jpg 724w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-300x200.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-255x170.jpg 255w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-700x467.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-156x104.jpg 156w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/iStock-658490170-600x400.jpg 600w\" sizes=\"(max-width: 724px) 100vw, 724px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">En resumen, los beneficios dependen m\u00e1s del cliente que del producto o servicio en s\u00ed. Se trata de c\u00f3mo va a mejorar la vida del cliente al hacer la compra, m\u00e1s que de las cosas que hace el producto.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00bfSe solapan estas cosas? Por supuesto. Pero el truco est\u00e1 en el giro de la informaci\u00f3n. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Si centra sus temas de conversaci\u00f3n en los beneficios relevantes para una persona concreta, descubrir\u00e1 que es mucho m\u00e1s probable que est\u00e9n interesados.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A continuaci\u00f3n se ofrecen algunos consejos que puede seguir cuando intente vender un producto bas\u00e1ndose en sus ventajas.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Understand_Your_Customers\"><\/span>Entienda a sus clientes<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">No puedo exagerar la importancia de este punto. Para hacer un discurso de ventas eficaz, tienes que entender las cosas que interesan a tu cliente. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Si no entiendes a tu cliente (y muchas personas no se sienten entendidas por las empresas a las que compran), tienes problemas.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Do_Your_Research\"><\/span>Investigue<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Recopile datos para averiguar qu\u00e9 motiva a sus clientes. Esa \u201crecopilaci\u00f3n\u201d puede adoptar todo tipo de formas: desde encuestas hasta entrevistas y <a href=\"https:\/\/blog.hootsuite.com\/social-listening-business\/\" target=\"_blank\" rel=\"noopener nofollow\">escucha social<\/a>. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Se trata de partir con el objetivo de averiguar qu\u00e9 es lo que quieren sus clientes. Conozca sus esperanzas, sue\u00f1os, pensamientos y planes.\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Una vez que comprenda a sus clientes y lo que buscan, estar\u00e1 en condiciones de presentarles su producto o servicio. Personal\u00edcelo. De lo contrario, podr\u00eda parecer gen\u00e9rico, poco interesante o irrelevante para sus circunstancias.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Focus_on_Pain_Points\"><\/span>Centrarse en los puntos d\u00e9biles<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">En t\u00e9rminos generales, los puntos de dolor son problemas espec\u00edficos que experimentan sus clientes. Y estos son los problemas que su empresa y\/o producto deben ayudar a resolver.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1.jpg\"><img decoding=\"async\" width=\"1024\" height=\"512\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1.jpg\" alt=\"El pulgar a punto de tocar la punta de una tachuela para ilustrar los puntos d\u00e9biles del cliente\" class=\"wp-image-40842\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1.jpg 1024w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-300x150.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-768x384.jpg 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-340x170.jpg 340w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-840x420.jpg 840w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-700x350.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/finger-above-thumb-tack-picture-id618032078-1-156x78.jpg 156w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Cuando describa las ventajas de su empresa, descubrir\u00e1 que es mucho m\u00e1s f\u00e1cil si tiene en cuenta los puntos d\u00e9biles de sus clientes. De ese modo, podr\u00e1 explicar las ventajas que <em>aborda y elimina<\/em> esos puntos de dolor.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Dont_Overdo_It\"><\/span>No te pases<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Supongamos que quieres crear un anuncio en Facebook para promocionar tu curso online. Tienes alrededor de 1.200 x 1.200 p\u00edxeles de espacio para enganchar y atrapar a tu cliente. No es mucho espacio con el que trabajar, as\u00ed que tienes que ser intencionado.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Pero la buena noticia es que, cuando se trata de vender beneficios, se trata de calidad sobre cantidad. Es probable que tu curso ofrezca cientos de beneficios, pero no hace falta que los pongas todos en un solo anuncio.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Considere qu\u00e9 ventajas son las m\u00e1s relevantes para el cliente al que quiere dirigirse. A continuaci\u00f3n, profundice en una o dos \u00e1reas.\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Si se ofrecen demasiadas ventajas en un solo discurso, puede parecer poco aut\u00e9ntico e incluso confuso.\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Si dedicas diez minutos a hablar de dos ventajas, puedes explayarte bastante. Pero si dedicas el mismo tiempo a explicar las dos formas en que tu empresa puede resolver dos importantes puntos de dolor...<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Como ya he dicho, calidad antes que cantidad. Sea detallado, centrado y espec\u00edfico. Sus clientes se lo agradecer\u00e1n realizando una compra.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Case_Study_TheGuitarLessoncom\"><\/span>Estudio de caso: TheGuitarLesson.com<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<span class=\"oIGMgE9kiQzq08hxbDO6K7YXJCW51ZmcTtsVal4jSdLwPBNf\"><div class=\"responsive-video\"><iframe title=\"Historias de clientes: Un profesor de m\u00fasica se hace virtual y se gana la vida a tiempo completo con WordPress (MemberPress)\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/W_Hc2YUdQMQ?feature=oembed&enablejsapi=1\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/div><\/span>\n<\/div><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Imagine you\u2019re Tom Fontana, the owner, proprietor, and guitarist-extraordinaire of <a href=\"https:\/\/www.theguitarlesson.com\/\" target=\"_blank\" rel=\"noopener nofollow\">TheGuitarLesson.com<\/a>un negocio en l\u00ednea basado en MemberPress.<\/p>\n\n\n\n<div class=\"block-mp-button-wrap\">\n\t<a id=\"button-block_04c31de717a9fb302c6daf87544524f8\" href=\"https:\/\/memberpress.com\/es\/blog\/the-guitar-lesson-customer-story\/\"  target=\"_blank\" class=\"button button-orange center\">M\u00e1s informaci\u00f3n sobre Tom Fontana y TheGuitarLesson.com <\/a>\n<\/div>\n\n\n\n\n<p class=\"wp-block-paragraph\">Tom\u2019s site features over 300 video lessons, available at a variety of membership levels from free to paid. It makes great use of the MemberPress paywall to protect tons of high-quality video and instructional content.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Entonces, si usted fuera Tom, \u00bfqu\u00e9 significar\u00eda vender los beneficios de TheGuitarLesson.com en lugar de sus caracter\u00edsticas? \u00bfQu\u00e9 tipo de ventajas ofrece su negocio que merezca la pena comercializar?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Well, the site\u2019s main <strong>funci\u00f3n<\/strong> est\u00e1 claro. Es una plataforma que ofrece <strong>clases de guitarra en v\u00eddeo en l\u00ednea<\/strong> a cualquiera que se inscriba.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Para algunos clientes, un <strong>beneficio <\/strong>de clases de guitarra en l\u00ednea podr\u00eda ser <strong>accesibilidad<\/strong>. Por ejemplo, esta prestaci\u00f3n podr\u00eda resultar atractiva para personas que viven en zonas remotas o personas con discapacidad.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Accessibility would also be a benefit to a customer who doesn\u2019t have the time to go out and do in-person lessons. The flexibility to access guitar lessons whenever and from wherever could be a huge benefit to customers who have trouble clearing their schedules.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Otro <strong>beneficio <\/strong>de clases de m\u00fasica en l\u00ednea puede ser <strong>privacidad<\/strong>. Para los introvertidos a los que no les gusta demasiado compartir sus intentos de desafinar los acordes con un aula llena de gente, la privacidad de las clases en l\u00ednea supondr\u00eda una gran ventaja.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Use_a_cheat_sheet\"><\/span>Utilice una hoja de trucos<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Drilling down to benefits from features can be a little confusing until you get the hang of it. But if you need to clear up any kind of marketing confusion, there\u2019s a tried-and-true solution \u2013 the good old fashioned <strong>hoja de trucos<\/strong>.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart.png\"><img decoding=\"async\" width=\"1024\" height=\"293\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1024x293.png\" alt=\"\" class=\"wp-image-40807\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1024x293.png 1024w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-300x86.png 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-768x220.png 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1536x440.png 1536w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-593x170.png 593w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-840x241.png 840w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1216x349.png 1216w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-700x201.png 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-156x45.png 156w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart-1080x310.png 1080w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/benefit-feature-chart.png 1605w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Yo he escrito la m\u00eda a m\u00e1quina, pero una hoja de trucos dibujada a mano funciona igual de bien. Basta con crear una columna de \u201ccaracter\u00edsticas\u201d y otra de \u201cventajas de esas caracter\u00edsticas\u201d, y ponerse a pensar.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You\u2019ll be surprised how quickly you can come up with a list of benefits when your site\u2019s features are presented to you in this format.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Use_Artificial_Intelligence\"><\/span>Utilizar la inteligencia artificial<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">If you really want to take the easy route (and who wouldn\u2019t!), you can leave the hard work to the machines.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/memberpress.com\/go\/conversion\/\" target=\"_blank\" rel=\"noopener nofollow sponsored\">Jasper (tambi\u00e9n conocido como Conversion.ai)<\/a> es un incre\u00edble <strong>Software de redacci\u00f3n AI<\/strong> que crea contenido para ti. Tiene todo tipo de plantillas de siguiente nivel que generan 100% contenido original. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Una de estas plantillas se llama literalmente <em>Caracter\u00edstica a beneficiar<\/em>.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene.jpg\"><img decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-1024x576.jpg\" alt=\"Captura de pantalla de varias plantillas Jasper.ai\" class=\"wp-image-41369\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-1024x576.jpg 1024w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-300x169.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-768x432.jpg 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-302x170.jpg 302w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-840x472.jpg 840w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-1216x684.jpg 1216w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-700x394.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-156x88.jpg 156w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene-1080x607.jpg 1080w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasper-feature-to-bene.jpg 1480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">To use Jasper\u2019s Feature to Benefit tool, you just type in a quick description of your product and choose a tone of voice. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Haz clic en \u201cGenerar contenido de IA\u201d y Jasper te ofrecer\u00e1 una lista de ventajas relacionadas con tu producto. Parece demasiado bueno para ser verdad, \u00bfverdad? <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">En la siguiente captura de pantalla, he introducido una breve descripci\u00f3n de esta misma entrada del blog y, bueno, v\u00e9alo usted mismo:<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot.jpg\"><img decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-1024x576.jpg\" alt=\"\" class=\"wp-image-41370\" srcset=\"https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-1024x576.jpg 1024w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-300x169.jpg 300w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-768x432.jpg 768w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-302x170.jpg 302w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-840x472.jpg 840w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-1216x684.jpg 1216w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-700x394.jpg 700w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-156x88.jpg 156w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot-1080x607.jpg 1080w, https:\/\/memberpress.com\/wp-content\/uploads\/2022\/08\/jasperai-screenshot.jpg 1480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">When it comes to long-form content, the jury\u2019s still out on Jasper. Its output does require some editing. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But for short form, it\u2019s an incredible (and surprisingly affordable) resource \u2013 especially the Benefit to Feature tool. You can click the button below for pricing info. <\/p>\n\n\n\n<div class=\"block-mp-button-wrap\">\n\t<a id=\"button-block_6a55ea3c2d3f280fc40e0e7a508c8f0a\" href=\"https:\/\/memberpress.com\/go\/conversion\/\" rel=\"nofollow sponsored\" target=\"_blank\" class=\"button button-blue center\">Prueba Jasper.ai<\/a>\n<\/div>\n\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Conclusion\"><\/span>Conclusi\u00f3n<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Empezar un negocio en Internet puede ser un reto realmente apasionante. Pero puede ser dif\u00edcil diferenciarse de la competencia.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But you\u2019ve got this! Just focus your marketing messages on <strong>how your business can improve people\u2019s lives<\/strong>y NO a qu\u00e9 se dedica su empresa. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">H\u00e1galo y se situar\u00e1 por delante de los dem\u00e1s en un abrir y cerrar de ojos.<\/p>\n\n\n\n<div class=\"full-width-cta blue image-left\">\n\t<div class=\"full-width-cta-container\">\n\t\t<div class=\"full-width-cta__image\">\n\t\t\t<img\n\t\t\t\tsrc=\"https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/Girl1.webp\"\n\t\t\t\talt=\"car\u00e1cter cta\"\n\t\t\t\tloading=\"lazy\"\n\t\t\t\twidth=\"379\" height=\"432\" srcset=\"https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/transparent.gif 1w, https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/Girl1-mobile.webp 449w, https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/Girl1.webp 379w\" sizes=\"auto, (max-width: 767px) 1px, (max-width: 1023px) 449px, 379px\"\t\t\t>\n\t\t<\/div>\n\t\t<div class=\"full-width-cta__text\">\n\t\t\t<h3>Consiga MemberPress hoy mismo<\/h3>\n\t\t\t<div><p>Empieza a cobrar por los contenidos que creas.<\/p>\n<\/div>\n\t\t\t<div class=\"pricing-cta\">\n\t\t\t\t<a href=\"https:\/\/memberpress.com\/es\/plans\/pricing\/\" class=\"cta-button\">\n\t\t\t\t\tObtenga MemberPress ahora\n\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/memberpress.com\/wp-content\/themes\/memberpress-theme\/images\/long-arrow-right-white.svg\" class=\"arrow-red\" alt=\"flecha\" width=\"20\" height=\"14\">\n\t\t\t\t<\/a>\n\t\t\t\t<a href=\"https:\/\/memberpress.com\/es\/features\">Ver todas las caracter\u00edsticas<\/a>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Si le ha gustado este art\u00edculo, no deje de <\/strong><a href=\"https:\/\/memberpress.com\/es\/subscribe-to-the-memberpress-blog\/\" target=\"_blank\" rel=\"noopener\"><strong>suscr\u00edbase al blog de MemberPress<\/strong><\/a><strong>!<\/strong><\/p>","protected":false},"excerpt":{"rendered":"<p>Benefits versus features \u2013 it\u2019s a common enough phrase in the business world, particularly when it comes to sales. But what does this really mean? And how are you supposed to distinguish between features and benefits? For example, scalability. If a product tends to stay relevant and useful as your business grows, is that a [\u2026]<\/p>\n","protected":false},"author":60970,"featured_media":40844,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"_strive_editorial_status":"complete","_strive_copy_of":0,"inline_featured_image":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","_FSMCFIC_featured_image_caption":"","_FSMCFIC_featured_image_nocaption":"","_FSMCFIC_featured_image_hide":"","_strive_checklists":"[\"62cf4e42c2f82\",\"wt2cyqvgnfk0\",\"bmbtjxcx9bs0\",\"3nwjz39y0xk0\",\"lyfu6qus0ts\",\"62cf51436474d\",\"85o2tiaxclw0\",\"goln292usf40\",\"2sdi4hj3ngo0\",\"z311yx8bthc0\",\"fi0py4p30y80\",\"6faj3orznps0\",\"9pi65jqoq0c0\",\"ag433l69le00\",\"lhcizi8va1s0\",\"hg5i4rf6z3c0\",\"932oeotkzyg0\",\"bw5zcz90w340\",\"ofen32da5w00\",\"imgft6dvzpc0\",\"zyt63isnj1c0\",\"68t63oqaxf40\",\"62cf4e42c3089\",\"ls5v512cwf4\",\"w09fdtiheww0\",\"j8ttqaki8yg0\",\"amsydqjslcs0\",\"8irevronbqo0\",\"xiprixgfenk0\",\"o9213wmqhps0\",\"7bbagpozn7g0\",\"9d7ydn8032o0\",\"5d7a2mbevas0\",\"q2ibdmuujn40\",\"scb5a77eyuo0\",\"ej3lg592vhs0\",\"h15p8mgbrbc0\",\"scvgepwerhs0\",\"onhxghsdbgg0\",\"doerp2s98xc0\",\"gpn58teazkg0\",\"539t08p2e9w0\"]","_strive_active_checklist":"62291e2bb2422","_strive_post_notes":"Reference article: https:\/\/blog.hubspot.com\/sales\/how-to-sell-benefits-not-features","footnotes":""},"categories":[69,144,134],"tags":[187,322,204,545],"class_list":["post-39549","post","type-post","status-publish","format-standard","has-post-thumbnail","category-advice","category-business","category-how-to-2","tag-marketing-strategies","tag-online-business","tag-sales","tag-successful-sales-strategy","entry"],"acf":{"plans":["scale"],"is_featured":false,"download_source":"none","mothership_slug":"","download_url":""},"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO Pro 5.0.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"Not every feature of your product is relevant to all customers. Learn how to sell benefits instead of features to personalize your pitch &amp; increase your sales.\" \/>\n\t<meta name=\"robots\" content=\"max-image-preview:large\" \/>\n\t<meta name=\"author\" content=\"Jake Webb\"\/>\n\t<meta name=\"keywords\" content=\"how to sell benefits instead of features,how to sell benefits,marketing strategies,online business,sales,successful sales strategy\" \/>\n\t<link rel=\"canonical\" href=\"https:\/\/memberpress.com\/es\/blog\/how-to-sell-benefits-instead-of-features-boost-your-sales-success\/\" \/>\n\t<meta name=\"generator\" content=\"All in One SEO Pro (AIOSEO) 5.0.1\" \/>\n\t\t<meta property=\"og:locale\" content=\"es_ES\" \/>\n\t\t<meta property=\"og:site_name\" content=\"MemberPress\" \/>\n\t\t<meta property=\"og:type\" content=\"article\" \/>\n\t\t<meta property=\"og:title\" content=\"How to Sell Benefits Instead of Features &amp; Boost Your Conversions\" \/>\n\t\t<meta property=\"og:description\" content=\"Not every feature of your product is relevant to all customers. 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