The benefit of the benefit is how the prospect benefits from the main benefit of your product or service. Let’s say your product helps your customers save $10,000 per month in expenses. The $10,000 savings is the main benefit. The question would be to the prospect, how would you benefit from saving $10,000? In other words, what is the benefit to you, in what ways will saving $10,000 help you? They might say, “my wife could quit her job.” Then you would say, “and what would that mean?” When he tells you the benefit of.
