Going Beyond Features And Benefits…

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Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? This is very true, as the brain doesn’t compute what the product ‘does’, it only listens to what it will do for me….

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Features And Benefits, But Don’t Forget The Motives Too!

You’ve probably had in drummed into you about FAB – Features, Advantages and Benefits. But don’t forget the motives too. Let’s have a quick recap of what each means and then I’ll talk some more about using MOTIVES too. Remember: FEATURES – Are what your products and services have ADVANTAGES – Are what your features do BENEFITS – What the…

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