| MAX coaches salespeople to TELL tangible features and
SELL intangible benefits.
How is that accomplished? Using the Feature-Benefit-Reaction Question technique, repeated three times. The three needs you identify in Step 3 - Agreement on Need will suggest the three features and benefits to highlight in Step 5 - Fill the Need.
Good luck and good selling.
* This video snippet is an excerpt from a nine-course online curriculum.
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