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.