It’s time to break free from the feature-selling trap! Discover the simple mindset shift that will help you connect the cool aspects of your products to the value and benefits they provide to customers.
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I love this. Great advice Colleen.
As a very ‘techie’ software engineer who also loves selling, there is nothing better than the challenge of a customer – usually the ‘IT Crowd’!! – who absolutely insit on ticking every box for every feature every other competitor has, plus a fewmore for good measure! These people need to be won over on the fact that it’s only the ‘benefits’ which count. It can be tough going but it’s hugely rewarding. You’ve really nailed the right approach here in your excellent concise and effective style. Thank you.