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Every product or service has its Features, Advantages and Benefits.
In the final run up to the order what matters
is whether the Sales Person has been able to present the Features Advantages and Benefits to the Prospective Client and earned
his Confidence.
Positioning the buyer's need and presenting the Product with its features, advantages and benefits,
in an effective manner more often than not decides the Sales Person who walks away with the Order.
Being able to
define the need and present the Product in its proper light is What building a "Quiver of Arrows" is all about.
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