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Pampered Chef: Learn Strategic Literacy

  1. Admin Greg

    Admin Greg Senior Member Staff Member

    2,373
    192
    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
    #1
  2. 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
    #2
  3. Greg
    Sorry for the typo's. I got alittle ahead of myself.

    Thanks Again
     
    Jun 12, 2005
    #3
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