Features vs Benefits – What’s in it for me?

Features vs Benefits – What’s in it for me?

Many sales professionals in ICT (information and communications technology), struggle with translating features to benefits. As broadband champions and integrated information and communications providers, they have really cool technological products and services, but they struggle describing the features – and more importantly, the benefits – to their customers. They find themselves using technical language like […]

Establishing Strong Relationships With Prospects

Establishing Strong Relationships With Prospects

Establishing, building and maintaining strong relationships with key groups. Relationships add value. A salesperson can compete on the basis of product, price, and service but still lose a sale because of the relationship between the customer and the competitor’s salesperson. Partnering is the highest-quality selling relationship. With increased competition and greater product complexity, we see […]