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Selling Software: Build a solution presentation NOT a product demonstration

The most frustrating thing a potential customer can encounter is a salesperson who only knows the features and benefits of their products. Potential customers want to really understand what you can do for them and how your product or service can help them solve a problem or achieve a goal. So they expect their sellers to explain and demonstrate how their solution will work for the customer and in the customer's business. To do this you will need to build a solution presentation that is personal to the customer, not a standard product demonstration. Read more...  

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