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The internet is a prolific source of information with content-rich web sites and customer forums.  The result is better informed customers and buyers.  When selling face to face do not assume that your ‘value proposition’ is the right one for your prospect.  If the buyer is in the ‘evaluation of options’ phase of their buying process, chances are good they already know a lot about your offering.  Be careful spewing all your benefits; what you think is of value may not be the prospect’s view.  If the prospect’s view is different from yours, chances are good you will create a cost objection.  To create real value help your prospect prevent problems they do not see coming and clarify problems they do not see clearly.  Both require getting information instead of giving information.


“Information is the seed for an idea, and only grows when it is watered.” 


– Heinz B Bergen

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