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You have uncovered the Needs and now you have to craft your message and start presenting or giving your customer information that will address their needs/solve their problem. Depending on the Need you uncovered, you will talk about different features but remember, you always present Features with the Benefit that addresses your customers problem or uncovered need. You present the benefit by using one of three Devices: Anecdote (tell them a story), Comparison (tell them how your product/service solution compares to what they are using now) or Analogy (explain the benefit by comparing your product or service to something totally different yet something they understand) Open the attachment and click into the boxes to start typing your Sales Strategy.
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