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1.5 The Biggest Problem with Industrial Salesmen
Previous page: 1.4 What are we Selling?
1.5 The Biggest Problem with Industrial Salesmen
they talk too much about their products, and not enough about the BENEFITS that are RELEVANT to the customer, and to each member of the DMU.
The more technologically sophisticated the product, and the more it needs technically qualified salesmen, the more likely it is that the salesman will talk about the technical aspects of his product; the less likely he will talk about what the customer really wants to hear - the BENEFITS.
Next page: 2. USING THE TELEPHONE AS A SALES TOOL
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