Create acceptance: move them from pain to pleasure. The difference between a feature and a benefit and how to present them. N-F-B statements. Need-Feature-Benefit. Present your Marketing Plan. Present the solutions that satisfy their needs. Wendy’s research example. Present the concept of Target Marketing in which you tell the sellers who the most likely buyer will be based upon your research and expertise. Avoid being a commodity. Value Added selling describes your point of difference? Role play demonstration of presenting points of difference. This may be the most important role play to watch over and over. Ends with bloopers.