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Asparagus berries
"David (Normandy)" wrote in message ... AH! But you can have too much product knowledge :-(( Percy Whiting in his great book "The Five Great Rules of Selling" gives a wonderful example of this of where a Salesman was losing accounts when he learnt too much of how a thing worked and bored the pants of his prospective customers instead of just what it did!! What will it do for me? Is all that is wanted in selling!! Well,....... almost ;-) Mike A timely reminder! Years ago on a marketing course I was taught to sell "benefits" not "features". However, it is so easy to slip into the trap you mentioned. I was just thinking about a website I am going to design, promoting some software I'd written recently. The problem being of course my detailed knowledge about all the wonderful details of how the software works and all it's technical features. The design I had in mind would have "bored the pants off prospective customers" instead of teasing them to buy because of "what it can do for them". David. I was at the Ideal Home Exhibition in Bournemouth a couple of weekends ago and was interested in the Solar Panels for the roof. I am afraid the salesmen were too technical on how the things were made to tell me the advantages!!! I have been asked by an MD to design a sales Course and give the Sales Team a series of 'talks' to motivate :-)) Mike -- www.rneba.org.uk for the latest pictures of the very first reunion and Inaugural General Meeting. Nothing less than a fantastic success. The Royal Naval Electrical Branch Association. 'THE' Association if you served in the Electrical Branch of the Royal Navy www.rneba.org.uk to find your ex-Greenie mess mates www.iowtours.com for all ex-Service Reunions. More being added regularly "Navy Days" Portsmouth 25th - 27th July 2008. RN Shipmates will have a Stand |
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