http://salesswamis.com/archives/299#utm_source=feed&utm_medium=feed&utm_campaign=feed An enlightened view on Sales Tue, 17 Nov 2009 03:01:38 +0000 hourly 1 http://wordpress.org/?v=3.0.1 http://salesswamis.com/archives/299/comment-page-1#comment-20 Lovin your product - too | Sales Swamis Tue, 18 Aug 2009 03:29:38 +0000 http://salesswamis.com/?p=299#comment-20 [...] is something to be said to return to a simpler way to sell, as Rescue Me pointed out in part one. Feature, advantage, benefit. Excitement. Momentum. Passion for your product and your [...] […] is something to be said to return to a simpler way to sell, as Rescue Me pointed out in part one. Feature, advantage, benefit. Excitement. Momentum. Passion for your product and your […]

]]> http://salesswamis.com/archives/299/comment-page-1#comment-18 Tuna Fri, 14 Aug 2009 18:34:50 +0000 http://salesswamis.com/?p=299#comment-18 I agree on being a 'needs' based sales person. When I know a buyer is really getting in to a capability I do something I've never done before...I linger there. Yep, we hang out a while on that application. Sometimes we go back over it again or I ask a few questions around the topic. There is always a deeper reason they are interested and staying on a hot topic gets a real positive energy flow going. Sometimes I joke and say 'is that enough - can I stop now?" Also try reversing the FAB. If you are interested in effiency then you may want to explore a way to _____. You would want our _____. This benefit-advantage-feature lets you segue way from one hot topic to the next. I agree on being a ‘needs’ based sales person. When I know a buyer is really getting in to a capability I do something I’ve never done before…I linger there. Yep, we hang out a while on that application. Sometimes we go back over it again or I ask a few questions around the topic. There is always a deeper reason they are interested and staying on a hot topic gets a real positive energy flow going. Sometimes I joke and say ‘is that enough — can I stop now?” Also try reversing the FAB. If you are interested in effiency then you may want to explore a way to _____. You would want our _____. This benefit-advantage-feature lets you segue way from one hot topic to the next.

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