Jason Mickelson's Blog – March 2013 Archive (2)
Features, _________, Benefits. What's missing?
Neil Rackham, author of Spin Selling, blows traditional thinking about features and benefits out of the room when he introduces us to the term “advantages.” Everyone has heard of the first two, but I love what happens to the sales process when the term advantage is infused into the equation. As with all points in Spin Selling, Neil clearly defines the word advantage and provides research to define its effectiveness in the sales process.
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ContinueAdded by Jason Mickelson on March 27, 2013 at 7:21pm — No Comments
Set or not to Set!
Set or not to Set!
Calling internet consumers and asking for a meeting which involves them driving to you verses your competition is tricky business. There is a time to ask just the right question. Almost as important is how you phrase the question. Based on our experience at Auto iLead and in…
Added by Jason Mickelson on March 2, 2013 at 3:50pm — No Comments
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