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Sales 2.0

  • John Moranz
    Posted at 14:18h, 13 January Reply

    So true Bob…today’s sales is ALL about the value that the salesperson brings to the prospect/client. One has to know the true priorities of the prospect in order to verbalize the value of their goods or service. This is the only way today to keep from becoming a commodity and competing on price (the kiss of death!!). Thanks for the reminder…

  • Jon Freeman
    Posted at 15:37h, 13 January Reply

    Feature, function, benefit still exists. The trouble is that it’s all in the benefit now. One must know how to show clients how to realize the benefits. Deriving benefits is different for each customer, but as a salesperson who sees many customers, they learn the motions needed in order to gain the most benefit from the solution. I tell reps they have a special professional power with each prospect, they know how people buy and implement. This is what companies don’t explain, most of the time at least. Thanks as always Bob!

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