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Presenter:
CAROL SCOTT
ACA, BC-HIS
AMPLIFON SENIOR TRAINER
WWW.AMPLIFON.COM
[Photo of
Presenter]
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Feature vs. Benefit ….SO WHAT?
Drop The Tech Talk
Introduce MAT
Practice MAT
5 Q and A
A Feature is…?
A Benefit is …?
An Advantage is…?
Feature •Something that gets heads
nodding in agreement.
Advantage •The resolution to the
problem.
Benefit •The patient gets excited
and emotionally engaged
So What! It has 99 channels of bandwith, with
front back synchronization, it can
produce pink noise when needed,
and the algorithms recognize
constant state ambient noise,
available in a RIC, that streams to a
MP3, with feedback reduction and
frequency compression…….
Confusion between Advantage and Benefit
6
What does
that do for
me?
So that you can….
Daniel Pink –
If a seller knows more than a buyer, the buyer
becomes suspicious.
provides additional gain in those bands where speech is dominant with level dependent technology and further enhanced audibility
25 million instructions per second means that you can process
more information providing more precise frequency shaping.
By exchanging data between hearing aids the ___ compression system can coordinate and optimize the change in gain in both ears so that the interaural level
difference is not compromised.
Increasing gain automatically over time, detecting up to 6 acoustic situations, for
learned preference adaption and more precise frequency shaping
It doesn’t just compress sound
but moves it
Bandwidth processing signals
up to 10kHz
Automatically synchronized digital signal processing eliminates potential differences in critical features from hearing aid to hearing aid.
For wearers who have had difficulty with front back sound orientation
the ______is useful.
Enables aggressive noise reduction while
optimizing sound quality
Analyzes incoming signals and separating out steady state non-speech noise
Place the sticky note in front of you on your forehead
If the feature does not address a need, it has no
value!
Motivation Advantage Terms
Enjoyment
Experience
Luxury Relaxing
Satisfying
Important
Winning
Expect
Greatest
Passionate
Relate
Priority
Fulfilling
Happy
Joy Comfortable
Pleased
Positive
Good Mood
Stree-free Easy
Smooth Smart Younger
Refreshed
Perfect
Carefree
Delicious
Intelligent
Timely
General
Specific
Physical
Emotional
It’s about the pain you take away
and the relevance you create- Mike Staver
Use MAT to create
an experience
I recommend _____ feature it is designed to
make conversations in vehicles much more
comfortable. Your trips with your spouse to visit
the grand kids in the RV will be much more
relaxing for both of you.
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Change our “Industry talk” to use MAT
Bandwidth processing
signals up to 10kHz
The benefit is…
Enables aggressive noise
reduction while
optimizing sound
quality
The benefit is…
Analyzes incoming signals and
separating out
steady state non-
speech noise
The benefit is…
By exchanging data
between hearing aids the
___ compression system
can coordinate and
optimize the change in gain
in both ears so that the
interaural level difference is
not compromised
The benefit is…
Increasing gain
automatically over time,
detecting up to 6 acoustic
situations, for learned
preference adaption and
more precise frequency
shaping
The benefit is…
25 million instructions
per second means that
you can process more
information providing
more precise frequency
shaping. The benefit is…
Automatically
synchronized digital
signal processing
eliminates potential
differences in critical
features from hearing
aid to hearing aid.
The benefit is…
For wearers who have
had difficulty with front
back sound orientation
the ______is useful. The benefit is…
Provides additional gain
in those bands where
speech is dominant with
level dependent
technology and further
enhanced audibility
The benefit is…
Mark Magnacca, “The So What Rule”
www.sowhat.com
Daniel Pink, “Drive” and “To Sell is Human”
Grant Cardone, “Sell or Be Sold”
Current customer brochures from Siemens, Starkey,
Unitron, Widex, Resound
Benefit examples, Elite Hearing Network
These presentations slides will be available to download at
ihsinfo.org/convention
Please complete
an Evaluation Form for this seminar
Contact Carol Scott at
Visit www.amplifon.com
These presentations slides will be available
to download at ihsinfo.org/convention
To be eligible for CE credit
be sure to get your IHS Attendance Record page from
your directory hole-punched as you exit!