Which :- Solution or Benefit Driven Sales Technique?
What do you think your customers are buying, "Solutions or Benefits"? I was in a training session with some fairly senior executives with various backgrounds and was fascinated to hear what they thought their customers were buying and not buying! Made me really wonder how some businesses survive! "They Buy Benefits" declared one CEO! One very senior executive, announced that his customers loved the benefits that they packaged into their products and they spent years developi