Talking Trash On 'Feature Dumping'

Topics:
Presentations
Tags:
EyesOnSales,
Feature,
Sales,
Sales Force Management,
Sales Strategy
Source:
EyesOnSales

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Overview: Common and often fatal approach sales representatives use is feature dumping. This selling strategy involves delivering a variety of qualities about a product or service in hopes a prospect will hear enough to decide to buy. Feature Dumping is popular among sales people for three primary reasons: it is logical; it is easier; it is ego boosting.

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Format: HTML | Date: Jul 2004 | Pages: 4

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