Delivering meaningful value
Through skillful questioning technique you have uncovered the prospect's needs
It's very easy to bombard your prospect with the many features that your products offer
However, not every feature is of benefit to every customer
Features and USPs are meaningless if they do not deliver value in the customer's eyes
Features, Functions and BENEFITS
Feature - anything you can touch, feel, see or measure, answers the question "what is it?"
Functi ... Read more