Академический Документы
Профессиональный Документы
Культура Документы
Or
The more the features describe The more likely the sale ?
Features!
They are the characteristics of your domain They are neutral Not very persuasive They create low impact
to be used restrictively!
Advantages!
Show how your domain can help the customer Are more persuasive than features Can have high impact early in the cycle Impact dilutes with the sale progress
Benefits!
Show how the domain meets an explicit need It is the final step in the need development process The most powerful of sales behavior
Commitment !
More often you use the closing technique The more likely customer will buy?
Commitment !
Ask for the commitment but only after you have built the value