Wednesday, October 31, 2012

Prove Your Worth - Tip 3

Tip 3:  Clarify
Many products offer benefits the customer doesn't need or want. Find out what the customer thinks is important by asking questions about:
  • Which benefits are absolutely required?
  • Which ones are desired, but not required?
  • Which ones would be nice to have?
  • Which ones are unimportant?
Focus on benefits that matter to the customer in order to create the perception of value.

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