Not so deep thoughts: Anatomy of a Sale…

In the last 17 years, I’ve sat through hundreds of sales presentations or classes. I remember most of them, too. I’m a very hard sell, myself, because I’ve seen the best and worst of the process and view marketing/sales as an adversary. I trust few people in sales. There is, however, a sales practice I do embrace. It may be the most retro of all sales practices: selling features and benefits. It still feels honest. Most sales folks who use the technique emphasize features, forgetting benefits. What does this have to do with Jonathan Greene Cycles?

Feature: Built by me

Benefit: Built for you

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