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

Carol.Scott@amplifon.com

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!