You wouldn’t use “f-words” in mixed company or in church or when explaining to your spouse what you do for a living so why are you using them when calling on prospects, especially decision-makers such as business owners, CEOs, Presidents and other VITOs? No, I don’t mean THAT F-WORD! (I’m a polite Southern boy, remember?) I’m talking about the WORST F-Word a sales person can use in the presence of a “big picture” person who normally, typically, usually also controls the budget and creates the budget! That word is FEATURES! Geeks and “See-mores” and technicians and those that can tell you NO but not YES love features such as Horsepower Foot pounds of torque Power requirements Height, width and length Frequency and Gigahertz and Heebie-Jeebies and Flux Capacitors Can you ever imagine Donald Trump asking a Dell or IBM or HP sales person “Does your blade server have a quad [...]
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