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Part II: Use the S.A.L.E.S. Model > Add the Background Essentials and Unique Fe...

Chapter 7. Add the Background Essentials and Unique Features

In classic sales, it is easy to pick out distinctions between your product and the next guy’s. Your computer runs faster than the others. Your paper is less expensive than your competitor’s. Your home repair service has been in business longer than anyone else in town.

In Spend Less, Sell More, author David Rosenweig says salespeople must be able to point out “distinctive capabilities, which are those abilities that set your company apart from the competition.”


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