One of the biggest and most common mistakes that new sales people make is to talk all about their product rather than what it does for the customer.

The features of our product are important, they are what the product does and enables us to differentiate it from other products.  However, your customer buys the end result of using the product, its benefits or value, rather than the product itself.

In this course, you will learn the difference between features and benefits, how to understand when you have finally defined the fundamental benefit of a product and how to quantify that benefit to define value. 

The product that you will download will be a Zipped file. You will need to extract the files from there. Please read the READMEFIRST document first as this will tell you everything that you need to know.