Sales1 http://www.winnablegame.com/wg1208_055.htm Scott Degraffenried says: "Everyone deserves a winnable game worth playing." Want to take your relationships, business and satisfaction to a new level? Fri, 03 Jul 2009 17:05:03 GMT Web Easy by Avanquest Software Sales1 http://www.winnablegame.com/wg1208_055.htm http://www.winnablegame.com/images/wg1208055p00.gif Lesson #1

Preparing

 

Selling is about helping someone fill a gap with your product or service.

 

Step #1   Prepare

    What do you know about this person?

    Why are they meeting you?

    What is in it for them?

 

Find out WHAT the client wants to change and WHY.

Features and Benefits

    Features describe your product (blue, light-weight,

        high-grade).

    Features that relate to your prospects needs or

        wants become benefits.

    Find reasons for your prospect to care about each

        of your features

 

What makes your product or service special (for your prospect)?

 

Customize your presentation for each prospect’s needs.

 

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