1. 

   Admin Greg Senior Member Staff Member

   2,431

   198

   Among the first things you learn in selling is to talk benefits rather than capabilities or features. But not all benefits are equal. Strategic benefits often trump technical-level issues especially when you're selling the 'power sponsors' of a particular IT project. I call this phenomenon the 'food chain of value' because bigger issues tend to eat up smaller ones.
   
   http://www.eyesonsales.com/articles.php?a=293

    

   Jun 12, 2005

   Admin Greg, Jun 12, 2005

   #1
2. 

   Dennis

   13

   0

   Greg
   That's for the great web site. I've signed up.
   Sales techniques do come into play when promoting once PC business.

    

   Jun 12, 2005

   Dennis, Jun 12, 2005

   #2
3. 

   Dennis

   13

   0

   Greg
   Sorry for the typo's. I got alittle ahead of myself.
   
   Thanks Again

    

   Jun 12, 2005

   Dennis, Jun 12, 2005

   #3

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