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Advantages
By steve | December 13, 2007
When most people sell they are taught to show advantages of their product or service. To make matters worse they confuse these advantages with benefits.
In making a major sale the only way these type of statements are of any value is when a customer expresses a specific need that your product or service can provide.
Advantages have little value in making major sales. Benefits do however, and you must be clear on what a benefit is. (refer previous posts)
Topics: Training |