http://www.salesresources.com/ SalesResources.com is a free sales training portal. http://www.salesresources.com/images/saleslogo.gif http://www.salesresources.com brian@salesresources.com en-us http://www.salesresources.com/articles/article.cfm?ID=1612 Translate Features into Benefits Sales often get bogged down in detail when a product or service is overly-described in terms of features rather than benefits. A feature is a physical characteristic of a product or service. A benefit is what that feature does for the user. For example, a ]]> http://www.salesresources.com/articles/article.cfm?ID=1612 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1614 http://www.salesresources.com/articles/article.cfm?ID=1614 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1597 http://www.salesresources.com/articles/article.cfm?ID=1597 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1583 1. Prepare, prepare, prepare Youve heard that the 3 most important things in real estate are "location, location, location?" Well, when it comes to making a presentation, the three most important things you can do are to "prepare, prepare, prepare!" Even though delivering a presentation to a senior manager or decision maker may not feel like a casual, friendly conversation to you, you have to make sure it sounds like one to them. Making this happen takes advance preparation - a lot. Once you have your notes, slides and handouts ready, practice out loud to your sales manager, while youre in the shower or when going for a walk. Make sure youre completely comfortable with what you intend to say,]]> http://www.salesresources.com/articles/article.cfm?ID=1583 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1286 http://www.salesresources.com/articles/article.cfm?ID=1286 Sat, 31 Jul 2010 06:25:01 CST