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Gerry Weinberg & Associates, Inc. | Southfield, Michigan

Don't Sell On Feature And Benefits

CONNECT THE DOTS!

Leo, a new sales hire, was having a hard time making quota. He asked his colleague Sam for some help.

Sam asked, “Can I sit in on your next presentation?”

“Sure,” said Leo. “You can come along to my presentation appointment tomorrow. It’s an account I’ve been working on for a while. Let me know how it sounds.”

Sam agreed and sat in on Leo’s meeting, which ended with a “Thanks, but no thank” response from the prospect. During the car ride on the way back to the office, Leo asked Sam for constructive feedback.