Stop Memorizing Technical Specs!
Posted by Susan A. Enns under Quick Sales Management Tips
Does your team really need to memorize your product’s technical specs? It is far better for them to know how the spec relates to a customer benefit than the spec itself. For example, stating that a machine operates at 60 cycles per minute is just useless trivia unless the customer has identified the need and will benefit from faster cycle speeds.
As a general rule, if it’s listed on the back of a brochure, they don’t need to memorize it!
Aim Higher!
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Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/susanenns
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