Features or Applications; What’s Your Vote?

Posted: October 18, 2012 in Uncategorized
Tags: , , , , , , , , , ,

Ever since I’ve been in the Telecommunication Industry, sales people have always pushed their product’s features. They would provide a laundry list; some of which you could decipher but much of which meant absolutely nothing. Astute sales people would ask pointed questions to their prospects in which they would try to convince them that their exclusive feature would be to the prospect’s benefit. To me that seems a bit backwards.

My recommendation is to take the “tool box” of features, define their applications and address business issues specific to those of the prospect. A simple way is to ask yourself, “What does this feature mean to me?” If you can not answer that question move on. A wiser way to proceed is to ask, “Will this feature solve a problem? Will this feature make me more profitable? Will it streamline a process? Will it make it easier for my customers to buy from me or to pay me? Will it add to customer satisfaction and eventually customer retention?” When you focus on what’s important to your business that laundry  list now becomes a note pad.

Polls are closed and the votes are in. It’s Applications by a landslide! Like in any election, focus on what’s important to you and tune out the hype. It’s the patriotic thing to do!

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